How to Show Customers You Care: Proven Tips for Building Trust and Boosting Sales
Learn proven tips for building trust and showing customers you care. Discover strategies to strengthen customer relationships and foster loyalty, ensuring your business stands out with genuine customer care.
I have a running list of sales quotes that I would like to tattoo on my body. I haven’t picked the spot or format, but YOLO, and I consider doing it all the time. One of those tattoos would be:
“They don’t care about what you know until they know that you care.”
– Theodore Roosevelt
This quote is SO powerful. People who have taken our Sales Boot Camp have commented that they can’t stop thinking about it when they are meeting someone or trying to get someone to buy something. I think about it myself sometimes when people ask how I became such a good salesperson.
Nature vs. Nurture
This one feels like a nature vs nurture debate.
Nature
I naturally ask a lot of questions and am very curious about what people do and how they do it. I also love to meet people in person and know their entire life story before talking business. Is that being nosy? Maybe. But, I also want to tell people my entire life story before telling them what I do. Is that being ultra transparent and vulnerable?
Nurture
I’ve always been taught in sales you have to ask questions before you can make recommendations to make sure you are recommending the right thing. Sales is about making a connection with people and establishing trust. People want to know that you’re qualified to help them, so you have to share proof.
Social Proof Story
Combine the nature and nurture steps of the sales process by creating what we’ll call your “Social Proof Story.”
Listen. We KNOW not everyone likes or is comfortable with bragging about themselves. But you have to. You have to ask millions of questions before you’ve earned the right to tell them what to do.
But between those questions and telling them what to do, you have to tell them WHY you’re there and how you’ve earned that right.
Here’s my [short] Social Proof Story.
“I was hired by accident into sales 20 years ago because of an assessment tool called The Predictive Index. Two questions told them that I was born to be in sales. Over the past 20 years, companies I’ve worked for invested so much into me for sales training, that when I started my own company, I knew I had to use PI and all the best of the tools I learned over the years to empower others and teach them how to be amazing salespeople!”
People want to hear about your time and experience, your passion, and your “why” before you tell them “how.” Sharing your story shows them that you’re not just knowledgeable—you’re invested and passionate about what you do. It’s about being ultra-transparent and vulnerable, letting them see the real you.
So, what’s your story?
How do you show your clients you care? Let’s share and grow together! Whether it’s asking a million questions or sharing your own journey, remember that caring is the secret sauce to building lasting relationships in sales. Let’s make those connections count!
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About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With nearly 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
