People Don’t Trust Your Brand (It’s OK: They Trust Other People Instead)

Brand trust is a strange phrase. How can you have trust in something that is inanimate, a concept with vague applications? Well, that’s the point – you can’t. You can only trust the people who tell you that a brand delivers a good service or product.

People trust people, not brands

While you might think that you’re best placed to create this trust – and tell everyone how amazing your brand is – you’d be pretty wrong. People don’t trust things, they trust people. More significantly: they trust the people they know.

Customer recommendation is your number one tool to build an excellent brand reputation. Word of mouth is a huge factor in creating a strong, recognisable brand, with 92% of people trusting personal recommendation over any other form of advertising. But how can this be done?

Build a community, not an audience

The role of social media is in the name – it shouldn’t be your sole marketing channel, because people don’t use it to be sold at. They use it to communicate with others – so rather than selling to potential leads, by telling them what you offer, it works far better to talk with them and ask what they want to see.

Unlike traditional marketing channels, social media is not a broadcast tool. It is an engagement tool. It gets people talking to you and, more importantly, about you. Use the metrics about online chatter to discover who your real audience are, what they are happy with – and what they would change about your service or product.

A little word about LinkedIn

If you offer B2B services and don’t have an up-to-date company profile on LinkedIn, you are missing out a massive opportunity. Just as consumers like to read reviews on Amazon before purchasing a product, potential clients will likely be looking at your company and key players to see how highly you come recommended.

Ensuring your personal profile is highly visible, with select recommendations in a prominent place, is a good place to start. Ask for recommendations from a variety of previous clients – and be sure to reciprocate. Making the link between yourself and your company page is another useful way to build traffic, both for yourself and your company.

Get out in the real world

All this online marketing is fab, it really is. But nothing beats putting a handshake to a name – so get out there and introduce yourself. People are more memorable than brands – so your people should be your brand. Get yourself and your team out to meetings, business breakfasts, events, anything that will enable them to meet people face-to-face.

There are some great networks around, depending on where you are in the country. Some are national, while others are local. If you’re a small, locally operating business, don’t be scared of the national networks, though – if your service is unique enough, people are likely to want it regardless of location. Remember: nothing comes of nothing. Take the leap and get talking to anyone and everyone!

Free stuff!

Everybody loves free stuff. We don’t just mean physical products – although if your budget allows for it, these can go a long way to building word-of-mouth recommendations.

Free stuff can also mean free content. Give away enough to demonstrate that you know what you’re on about, and people will begin to share with others. Ways to do this include blogs, whitepapers, guest articles, print articles, infographics – the list goes on. If people think they’re getting something for free, and it has your branding stamped all across it (both literally and in tone, message and style), you’ll become memorable.


Speaking of free stuff, did you know I offer an hour’s free consultation on your business copywriting needs? Whether you’re thinking about revamping your website copy, fancy launching a direct mail campaign, or need a hand untangling your social media, I’ll chat to you. No obligation! Get the ball rolling by contacting me here.


You now have the key to brand trust.

OK, it’s several keys, or points, or whatever you want to call them. Understanding the buying behaviour of your customer base is a good starting point – and remember that this is very fluid in today’s fast-paced digital world! Once you know HOW people buy, it’s easier to reach them, build relationships, and develop lifelong buyers that feel like you treat them as an individual (rather than a pile of money).

 

 

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