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How do you build trust with B2B customers quickly?
It goes back to being human: build really human relationships, so trust becomes a desire side effect.
Work with the account teams, so you have the best data going forward into customer conversations.
Your goal is to have à la carte opportunities.
Ask yourself, “How do you deliver hospitality à la carte, and how do you let the customers feel like they're in the driver’s seat of choosing their path forward with advocacy?”
In the initial conversation with the advocate, get to know them, learn what drives them, and make them feel comfortable.
Then help craft opportunities ahead that match the advocates.
Show that you’re a partner with the advocates, and show them you’re their biggest advocate.
You’re the advocates’ champion and advocate yourself, and that’s how you build trust among your B2B customers.
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Featuring Jeff Gabel on State of Customer Storytelling - Episode 17
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