Dealing with Skepticism – Part 1/2
“Why should I believe what you say? Why should I trust that you can help me?” These are critical questions that many people have about holistic health – especially if they have never tried an alternative to conventional medicine. “Isn’t natural health just a bunch of old wives’ tales?”
People are naturally skeptical – unless they are completely gullible! It is normal to want proof and assurances before jumping into something new, especially when it involves their health, their time or their money. They won’t easily believe you unless you back up your claims with good reasons to do so. And if they don’t trust you, they won’t buy from you. So you need to go out of your way to build trust and credibility.
How can you do this? Let’s look at a few key ways to inspire what is known in the marketing industry as “the know-like-trust factor”:
Sincerity – Let people get to know you, let your personality shine through. Don’t act superior or like a know-it-all. Talk to people about your work on their level; don’t try to impress them with professional jargon and terminology – it sounds arrogant. When buying services, especially those of a personal nature like health care, people want to know who they are buying from. Most prospects want to deal with an individual, not a corporation.
They need to know the person they are going to be involved with in such an intimate relationship, in which you are learning very personal things about them and touching their body. Use your photo in your marketing as much as possible. Have a few personal things around your office, showing your non-professional life, such as family and vacation photos, and simple decorative items that express your personality and interests. The more people see you being yourself, the better they will feel that they know, like and trust you!