Build Business on Trust

4. Service: There's no better way to build and maintain your customers' trust than through ongoing personalized service. To stay on top of the activities essential for sales success, ask yourself these questions:

• If one of my customers leaves, do I know why?

• If I don't know why, do I ask?

• Do I ask every customer I have, "Is there anything I'm not doing that I could be doing to serve you better?"

• Do I consider myself a resource for my customers -- even in areas not associated with my business?

• Do I create added value for my customers by going beyond what's expected?

• Do I look for ways to help my customers increase their bottom line?

5. Take your time: Building trust does not happen overnight. It's the many little things you do over time that help you build lasting relationships. The follow-up calls and visits, solved problems, on-time deliveries and myriad thank you's all add up.