‘5 Science-Backed Ways to Get a Skeptical Buyer to Trust You’ – HubSpot
Leslie Ye says, “Wouldn’t it be nice if we were all mind readers?
You’d be able to take your prospect’s statements at face value, and you’d never have to worry that they weren’t being honest about their budget, timing, or anything else. They’d implicitly trust you too, because they could assess how forthcoming you were being about your product.
Unfortunately, we’re not. But luckily, psychologists and researchers have uncovered a whole host of tricks you can use to come off as more trustworthy and honest. The following five tactics can help you overcome your prospect’s initial skepticism or suspicion and get them to trust you.
(Caveat: Use these tips for good, not evil! We don’t support ever lying to your prospects.)
1) Play up your commonalities.
In-group favoritism (also known as in-group bias), is a phenomenon where people favor members of groups they belong to. Went to the same college as your prospect? Cheer for the same sports team? Whatever your points of commonality, play them up“.
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