[Dot Pecson]

Building trust takes a number of approaches.

First, you need to understand and address their concerns. Why do they prefer working with Cheapies-and-a-Rake? How does your company's service rise above those cheapies? What do they get that they need from you that they don't from cheapies?

Second, you need to prove to them that you deliver what you say you deliver. This can be like testimonials, photos, credentials, awards, etc. The more you can prove this to their satisfaction, the more trust you'll engender.

Third, you need a track record. Similar to #2, you have to demonstrate your superiority. Spell it out to them in words they respond to.

Fourth, you need to measure up to their expectations. When you do get a contract, over-deliver. Give them more than they bargained for.

Hope this helps,
Dot