What Makes Clients Trust You Before They Buy: The Power of Visibility and Connection

Welcome to the Limitless Women podcast. Our mission is to

help women business owners like you grow profitable businesses

and actualize your opportunities to serve and give to yourself

and others. Here's your host, the founder of Limitless Women,

Laura Gisborne.

Are you watching other women who have similar

businesses to yours fill up their programs, and something

inside of you is saying, "How is she doing that? In today's

video, I want to talk to you about what's so important today,

and that is how women build trust. There's a lot of

conversation about the trust recession and how it's a hard

time to build trust because everything is AI generated.

Guess what's not AI generated? This video, me. I'm a real

human. I got my makeup on, curled my hair for you. I'm here

to talk to you about what works for women who serve women. It

really works for men as well. But since you're at Limitless

Women, hang in with me, okay? The first is this: number one,

stop comparing yourself to someone else's journey. You

don't know what she's doing behind the scenes. What you know

is what you're doing. So I'm going to give you some hints on

what you can be doing differently if you're not

already doing it to build trust in your community, so that when

it's time for your ideal client to say yes to your program, she

can say yes to herself and trust that she'll invest with you and

get the results that she wants. Now trust is built through

familiarity. Now, I was a kid. We would hear familiarity breeds

contempt. I don't even think I'd say the word familiarity breeds

contempt. Probably not saying it right. What I've learned today

in marketing is that familiarity builds trust. The more often

someone sees you, the more they feel like they know you. Now,

I'm not here to say that you need to produce 27 pieces of

content a day. I am so impressed with Gary V and his

organization, and they just crush it. That's not the way

that I do business, and it's probably not the way you do

business, right? Well, I'm recording this for you. I'm in

Sedona with my good friends Lee and Richard. We've worked

together for many, many years, and what I do is I get together

with these guys and I create a whole bunch of content in one

day, just shoot videos talking to you about what matters to a

woman and what I've seen that actually gets results. We chop

this up and it goes out all over the web, right? It goes out on

YouTube, it goes out on our podcast channel, it will become

newsletters, and it'll become social media posts. Today, as

I'm recording this for you, I just turned 60. Happy birthday

to me! And I started giving away free gifts on Friday, on january

1, 2016.

I went back and looked it up because I was like kind of

fascinated that it actually happened on a January 1. Right,

january 1, 2016, I went from a monthly newsletter to a weekly

newsletter because it forced me to create content. Right over

the years, it's gotten easier. We've built systems like this

system of how to create four months worth of content in a day

without AI. By the way, you can find this on my YouTube channel.

What I'll tell you happens next is that when someone hears

magnetic messaging, meaning I've said something that's had you

come here, whether it's my green shirt, my bright red hair,

something's caught your attention, and then you stop

scrolling and you listen in, or you're listening to this, or

you've done some searching. Right? How do I get ahead in the

trust recession today? It's a first date for you and I. It's

no different in your business when you have content and you

have consistency. Then what happens? Thank you, Netflix. Is

that somebody goes and goes on a deep dive? I've met women.

They've said I've listened to all of your podcasts. I was

like, I have like 100 podcasts. Are you serious? What did I say?

Or someone will say, "I saw your video. I heard your video, and I

I knew you were the person I needed to talk to. Now I don't

know what video they saw or heard. I don't know, but what I

know is that because I show up consistently, there is a body of

work that organically grew over the last 10 years, right? It's

2026 as I'm recording this particular video, and so that

gives someone a library of great business tips.

I hope it seems to be getting great results for people. They

keep coming back, right? That's the first step to you having the

trust that you need to earn with someone in order to partner with

them. Okay, the first is content. The next thing that I

see way too many women missing is an event of some sort. There

has to be a reason for someone to get off the fence. There has

to be some kind of natural limiter. So we host events. We

host them annually. We're getting ready to have our 12th

annual Limitless Women Legacy and Leadership Conference in

April of 2027. As I'm recording this, okay, it's a business

training event where we bring together 100 women to share

resources and make a difference with our work. Great event.

That's a big one. You don't have to do that. You can do something

very small. You can get on Zoom and you can host a masterclass.

You can host a free training. You can host something. But I

want you to invite people to participate with you, and this

is something that's very different. Versus go watch a

video on your own and go down the rabbit hole. I want you to

invite your prospects and your audience to get engaged with you

and be a part of solving their problems. What happens when you

do something like this, whether it's a workshop or it's a class

or a training, and you do this with them online or in person,

is that you start to build rapport. It's a next level of

trust, right?

It's one thing where you have familiarity. It's a whole

another thing where you're like, hmm, I have something in common

with this person. I think she's a little bit like me. I think

she gets my problem right. The next stage in our sales process

that happens again and again and again is to invite someone to a

telephone call. Okay, if you go from cold, you rarely go to

sold, and what I mean by that is, if somebody's never heard of

you, have never seen you before, and they have no context, it's

difficult for them to say, "I'm going to make an investment, and

this is the person who can help me with my problem. Right? If

they get a chance to hear you love on them and support them

and solve their problems through content, and then you give them

the opportunity to have a real live human being experience with

another human being, whether it's online or in person. Now

you've earned the right and the trust to have a telephone

conversation. We teach a great course called Sales with Ease. I

teach it every year.

You can go to my YouTube channel and see all the steps that are

there, but I will say to you that sales with ease happens as

a result of these foundational pieces of building trust,

building rapport, and really caring about your prospects, who

then become your clients. Okay, don't expect it to happen

overnight. Understand that trust takes a little bit of time, but

the more you put yourself out there, the more vulnerable you

are to really be seen. You may have the greatest solution, but

if we can't find you, we're not going to know that you're here

to help us. Make yourself more visible. If you're like me and

you don't love to be in front of a camera, I get it. Write the

blog. Get on Substack. Do some videos without your face, make

them pretty, but just make it your brand, right? Get yourself

out there, share the solutions that people need, let them know

you, and then make sure that every month, at least once a

month, you have an opportunity for a human engagement, whether

it's online or in person through an event, and then invite people

to a telephone call, and then use our sales with these process

to uncover what they need, and then ask yourself and ask them,

can you partner with them to find a solution? I'm Laura

Gisborne. If you found this helpful, please reach out to me.

You can either book a call with me personally at schedulemycall

dot today, or if you're not ready, if you need a little more

marketing and a little more nurturing, you can go to

LegacyLeaderSurvey.com and you can grab a business assessment

that we've created for you that will actually help shine light

on all the different pillars of your business. It's strictly

confidential. It's for you, so you can see where you are in

your process, what you need help with, and then you might want to

book a call with me. So either way, I'm here for you. It's my

pleasure to have you in my community, and I thank you for

your time.