Building Trust with Clients for More Referrals

Most people send a plain text email after a great sales call. I send a video. The screenshot below is a real follow-up I sent after a prospect meeting. Instead of just recapping in writing, I recorded a 2-minute Loom video sharing what I learned, what I’m envisioning for their event, and why I’m genuinely excited to work together. In today’s world of noise and automation, a video like this is a humanizer. It gives them something to feel, not just something to read, and it gives them a powerful tool to forward to their internal decision-makers. The psychology behind this is fascinating. When someone sees your face and hears your voice, it activates the mirror neuron system in their brain, essentially helping them feel emotionally connected to you, as if they’re in the same room. That’s empathy. That’s trust. And trust is what drives decisions. Research shows that only 7% of communication is verbal; the rest is tone, facial expression, and body language. In a sales process full of text and data, the human brain craves the richness of video. It’s also about cognitive ease. According to research from Princeton and the University of Michigan, people are more likely to trust and act on information that feels easy to process. A clear, engaging video makes your message stickier. Add a little story, a little emotion, a little spark, and suddenly you’re not just another vendor in the inbox. You’re a trusted voice. Taking the time to send a video builds social capital. It says, “I care.” It says, “This mattered to me.” That emotional generosity has ripple effects in a referral-driven business. So if you’re trying to stand out, build relationships, and grow your business, try adding a short, heartfelt Loom video to your follow-ups. Whether it’s a cold prospect, a warm lead, or a longtime client, your energy is your edge. Presence beats polish every time. Link to how to use Loom is in the comments. Happy Monday ya'll, let's go scale our impact.

How I took a bootstrapped startup from 0 to 21 logos in 9 months without customer testimonials. The data is clear - social proof, testimonials and referrals are GOLD in sales. Which means trying to sell without them is HARD. Trying to grow a company from the essential 0 to 10 customer milestone is TOUGH. 👉 I joined a bootstrapped startup as employee # 1. I was asked to create the MVP & GTM strategy. I did not come from the startup world and it wasn't a tech company. Meaning I had ZERO idea how wild this ask was. Instead I said yes and agreed to bring a new product with zero customers to life in a super saturated market that I'd never sold into before. 👉 How was I still able to leverage social proof? My # 1 to leverage testimonials at a company with no customers in an industry I'd never worked in was to rely heavily on trust I'd build with former customers. I reached out to former customers who had bought a different product and were in a very different industry (energy versus hospitality) and asked if they would do referral calls for me. I created a shortlist of 4 former customers who were happy to take referral calls on my behalf. No, they couldn't speak to the product I was currently selling. No, they didn't understand the new industry I was selling to. ✅ They could talk about TRUST. They talked about what it was like to work with me. They shared why they would hire me, why they would buy from me again, why it was worth betting on me. 👉 The reason that social proof works so well is because it makes decisions feel safer. Your prospects are afraid of making the wrong decision. The crave social proof and testimonials because it reduces the perceived risk in making a decision. If you are in the difficult "first 10 customers" growth phase and struggling to leverage social proof, this is your sign to get creative. Look outside of your company and current industry. Look for creative ways to build trust and reduce your prospects' fear of messing up. 📌 How do you increase trust with your prospects? ✨ Enjoyed this post? Reshare it & follow Leslie Venetz for more!

✨How I boosted my referrals with one simple change: The 3-Call Method✨ If you’re in healthcare sales, you already know this: People don’t always respond on the first try. And sometimes, they don’t even remember your first try. So I stopped “checking in” randomly and started using a system I call: **The 3-Call Method: Not pushy. Just strategic. - Call 1: Value Only “Hi! Just wanted to let you know we’ve got full coverage in [area] this week if you need support. No pressure, just here to help!” ✅ Short, respectful, helpful. - Call 2: Share a Story “Quick update! We just helped a patient from your clinic, she had a chronic ulcer and we avoided a hospitalization. Thought you’d like to hear that kind of outcome. We are always ready for more.” ✅ Real proof builds trust. - Call 3: Direct Ask with Urgency “We’ve got one nurse available this Thursday for evals in your area. Would love to support if anyone’s being discharged or needs wound care follow-up.” ✅ Clear action, limited window. No chasing. No spam. Just consistency, empathy, and timing. And it works. Healthcare professionals began to see me not as a sales rep, but as a reliable partner. If you’re in the field: Which follow-up strategy is working best for you right now?

Before I knew the value of building customer relationships in sales, I would stress about these 5: A) Long silences after proposals. B) Clients not responding to follow-ups. C) Losing deals to competitors. D) Miscommunication leading to frustration. E) Overpromising and underdelivering. As I reflect, these 3 lifelong career habits killed the anxiety and boosted my development: (1) Prepare for every meeting -I began researching clients’ needs in depth. -It led to more tailored, effective pitches. -I started getting recognized for creating solutions that truly resonated. (2) Prioritize the customer experience -I began checking in beyond just sales touchpoints. -It led to deeper client trust and loyalty. -I started getting referrals from satisfied partners. (3) Embrace a learning mindset -I began reflecting on both wins and losses. -It led to constant improvement in my sales approach. -I started getting better at anticipating client needs. From stress and uncertainty → to confidence and consistent growth. With these strategies, you’ll turn today’s challenges into tomorrow’s victories.