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The Trust Equation - A presentation by Javan Bramhall at Pathway2Grow

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This is the powerpoint slides used by Javan Bramhall from Digital Glue talking about "The Trust Equation" - The presentation was delivered at a Pathway2Grow Business Networking event in August 2015 to an audience of over 60 Business owners

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The Trust Equation - A presentation by Javan Bramhall at Pathway2Grow

  1. 1. How Trust Increases Sales! A Presentation by Javan Bramhall of Digital Glue @digitalglueuk on 26th August 2015 Pathway2Grow Business Networking NETWORK-LEARN-GROW
  2. 2. The Trust Equation Credibility + Reliability + Emotional Connection ______________________________________ Self Interest
  3. 3. Credibility • Customer testimonials • Qualifications & Certifications • Track Record • Trade associations • Confidence
  4. 4. Reliability • Do what you say • Be on time • Under-promise & Over deliver • Create opportunities to demonstrate reliability
  5. 5. Emotional Connection / Likeability • What kind of person would you like to do business with? • Be Interested in them • What’s important to them? • What’s their background? • What do they like? • How can you help them?
  6. 6. Self Interest • “That’s not worth my time” • “The way we work is…” • “I don’t have time” • “What we do is…” • “You’ll have to…” (It’s all about me)
  7. 7. Exercise • Pick a good client • Do your trust scores with them • Pick a challenging client • Repeat • What’s the difference? • What do you have to work on?
  8. 8. New Business Pitches • Before the pitch • On the day • The opening few minutes • The closing • After the pitch
  9. 9. Meetings & Networking “Seek first to understand and then to be understood”
  10. 10. Company Perception • Tie or no tie? • Email • Website • Brochure
  11. 11. Contact: Javan Bramhall Digital Glue javan@digitalglue.eu

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