At 12:13 PM 6/30/1998 -0400, Kieran Mathieson so eloquently stated:
>> >web-consultants. Business is all about trust. How do we enable our
>> >clients to establish trust with their prospects? A web site is brand,
>> >it could have been put up by a respectable company or be a total
>> >scam. Which means brand is all that's left to judge it upon. And where
>> >does that put the myriad of small businesses that don't have the money
>> >to build a large brand?
>
>There are some things that can be done. Trust is about one person's
>evaluation of another. One way to analyze trust is to break it into
>evaluation of (1) expertise and (2) goal alignment. The first is "Does
>this business know enough to help me achieve goal X?" The second is "Is
>this business interested in helping me achieve my goal X, or their goal
>Y?"
>
>People judge expertise from experience (has the business done this
>before?), credentials and testimonials. Goal alignment comes from
>testimonials and perhaps reward info. The latter is: "Do they do business
>in a way that rewards them for helping me, or in a way that rewards them
>from helping themselves?" For instance, maybe all sales reps are on 100%
>commission. Hmm...
>
>Another possibility is to expose the way the firm does business. I.e.,
>"Here's how we would help you. First, we would..." This could help with
>both expertise and goal alignment. Don't know whether it would be
>effective, though.
>
This last approach works very well IMO. We do a preliminary
evaluation of a site, make recommendations for improvement and
tell how we can help improve the visibility and drive traffic. It works.
George
_______________________________________________________
George Matyjewicz "Rainmaker Extraordinaire"
Managing Partner http://www.gapent.com/
GAP Enterprises, Ltd. mailto:[EMAIL PROTECTED]
Tel: (201) 939-8533 Ext 821 Fax: (201) 460-3740
MYWEB - Marketing Your Web
http://www.gapent.com/myweb/
mailto:[EMAIL PROTECTED]?Subject=MYWEB_Info
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