How good is your “trust-building?” I just read this term in a new digital release: The B2B Manifesto, just published by Velocity Partners in the UK.

Think about it. Before you can convert readers to clients, before you can get them to download your digital information and build your list, you’ve got to build trust.

The B2B Manifesto: 5 Imperatives and 6 Staples for Winning the Battle for Attention: page 19:

“You need to leverage trust-builders into each step of the (buying) journey:

• case studies
• awards
• data
• testimonials
• analyst support
• proof points”

I don’t think enough of you do a good job of trust building. Maybe you’ve not been properly taught or missed class that day? As for myself, I’ve never thought about “trust-building” as a defined goal, I’ve just always assumed I was doing it every step of the way. But am I? Maybe not as well as I could. Are you? Read More→