Local conditions.
WHAT TENDS TO MATTER MORE HERE
Trust, established before the transaction Personal relationship Someone reachable Evidence of existing customers
WHY TRUST DOMINATES
Buyers have been let down, and recourse is limited.
WHAT BUILDS IT
Being findable and verifiable Answering quickly A physical presence or registered entity Existing customers who will speak
WHAT TO MAKE VISIBLE
Your registration A working phone number A physical address Real people
WHY
Anonymity is read as risk.
WHAT CHANNELS BUYERS USE
Messaging platforms, heavily Telephone, for anything of consequence Email, for formal matters
WHAT THAT MEANS
Insisting on email alone loses deals.
WHAT TO EXPECT ABOUT PRICE
Substantial sensitivity, and negotiation as normal.
WHAT TO DO ABOUT IT
Hold price, and vary scope.
WHAT TO ESTABLISH EARLY
How payment will actually work.
WHY
Payment friction ends deals that were otherwise won.
WHAT TO OFFER
Multiple payment routes Transfer details that are verifiable
WHAT TO BE CAREFUL WITH
Payment terms extended informally Work started before any payment
WHAT TO ALWAYS DO
Confirm every verbal agreement in writing.
