I’ve been thinking a lot about trust lately. In a world overflowing with messaging, trust is one of the most valuable commodities—especially for small businesses and solo professionals. Without it, even the most well-planned social media efforts can fall flat.

While reading an article called “Building Trust” in The Chronicle of Higher Education, I was struck by how its guidance for university leaders also applies to social media. The authors took the nebulous concept of trust and broke it down into clear, actionable directives. Below, I’ve adapted their advice for anyone looking to build a more credible and meaningful online presence.

1. Be Honest

There’s a fine line between persuasion and exaggeration. On social media, aim to “soft sell” your product or service. Your audience isn’t scrolling their feed just to see ads; they’re looking for value. Limit overt sales posts to about once per week, and when you do promote, make the offer clear and honest. The rest of your content should be genuinely helpful or interesting to your followers.

2. Really Listen

Listening on social media may sound counterintuitive, but it’s entirely possible. Every post has analytics that reveal what resonates with your audience. Take a few minutes each week to review this data and adjust your content strategy accordingly. Don’t keep repeating topics that don’t engage people; instead, experiment with new angles and formats to see what sparks more interest.

3. Follow Through

In this context, follow-through means actively responding to comments and messages. Check your own posts daily—especially on the day a new post goes live—and reply thoughtfully. And if you promise something in your response (like sending more information, fixing an issue, or attending an event), make sure you follow through. According to the 2025 Sprout Social Index™, 73% of social media users will take their business elsewhere if a brand doesn’t respond to them online. Prompt replies not only prevent losing potential customers but also nurture loyalty and boost satisfaction.

4. Be There for People

One common oversight in social media strategy is neglecting your own network. Take time to connect with clients, colleagues, and friends on their platforms. React to their posts with likes or shares, and when appropriate, leave a meaningful comment. You don’t have to spend hours online—consistently setting aside even 10 minutes a day to engage with others can make a huge difference in how people perceive and trust you.

Put these trust-building practices into action for a month and notice how they change the way your audience responds online—and even how your relationships grow offline. Have other ideas about building trust on social media? I’d love to hear from you: Kathy@smallbizbrands.com.

KMS Marketing Strategies is a consulting firm specializing in marketing strategy for professional service providers, small business owners, and entrepreneurs. Our team can guide you from planning to execution. Learn more at www.strategiesbykms.com.

SmallBizBrands is an AI-powered app that creates messaging strategies and post descriptions for small business owners, professional service providers, and entrepreneurs. Explore it at www.smallbizbrands.com.