How to earn the trust of a stranger the first time

strangerOn today’s call, Mary Jane Medlock described how she earned the trust of strangers by letting them know right off that she was a member of their community:

In her case, she told them that she had been part of the ‘morbidly obese club’ for most of her adult life. AND of the morbidly obese club, just those who did not want to do surgery or staple their stomachs; they’d prefer a natural alternative.

Those she approached in public places (who she could see were still part of that club) listened with interest. Of course they didn’t all buy, any more than a tennis buff buys every latest tennis racquet. She didn’t know if they were looking for ANY fix, much less a natural one. But at least they listened.

One stranger out of three that she approached at an airport bought from her.

com‧mu‧ni‧ty a social, religious, occupational, or other group sharing common characteristics or interests and perceived or perceiving itself as distinct in some respect from the larger society within which it exists (usually prec. by the): the business community; the community of scholars.

Add to that: the alternative health community; the non-toxic products community; the plan-in-advance community

The products you have decided to use and market from your company make you a member of a community too. There’s a whole community of people like you who, if they knew about it, would want to hear more about it, just like you did.

1. What are you doing to show your prospects in the first few seconds that you are part of their community?

2. If you don’t know if they’re part of your community or not, how are you asking them if they know anyone who’s part of your community?

E.g. Do you know anyone who plays tennis?

About the author

Kim Klaver

1 Comment

  • What a call!
    Such an enlightment re being in a community and showing we are part of that community in which we are trying to sell.
    I love the defining and refining of just WHO we are looking for and knowing there are STILL…. in this group…. so many who are just waiting to hear from us.
    Not everyone….(no more of this “everyone will want it stuff” which is so not true!) but just those in our community.
    What a concept!
    Now THIS IS exciting!

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