Making the sale, especially when your small business offers products and services to other businesses, demands more than being good at what you do. It also requires building professional relationships. That means earning your customers’ trust. Remember, whether your business centers on a product, or a service, it first centers on you. You are selling yourself even before your business takes center stage. There is no exact formula for earning trust. It requires time, patience and effort on your part. But once your customers view you with trust and respect, they will become a powerful advocate for your business.