Gurus are constantly talking about the “know, like & trust” factor. Knowing someone occurs by mere happen stance of meeting, where two life paths cross. It can occur in one exchange. Liking someone from a professional viewpoint is recognizing another person’s business, expertise, skill or talent and finding a noteworthy or respectable value in their ability to posses such talent. It’s liking them for their value alone, not liking them for what value they can play for you. Trust, however, is a damn hard thing to earn. It doesn’t happen with one meeting. It grows over time, according to research via 7-15 interactions. Trust stems from YOUR mindfulness of your words, actions and how they interact with others. Trust also arises from how the individual experiencing your brand evaluates trustworthiness.
Today’s blog focuses on the other person’s perspective and why earning trust is so difficult. The reality is that getting people to trust you is incredibly difficult to earn because TRUST is something so easily abused and people are often used. Here are some examples of trust abuses.
Poor time management scheduler as regularly late to meetings or often leaving early.
Professionals give bad referrals to prospects who actually have no money or are difficult to work with.
Group founder’s right hand man takes ideas from confidential meeting and starts own organization with them.
Leasing agent refuses new client in space and then takes idea and builds similar business.
Project steps are clearly outlined on paper, agreed by payment, but buyer expects more than what’s promised.
Business owner negotiates special practices outside of a venders process, vender agrees then owner drops project midway.
Buyers invite venders in to sell products or services, when company does not have financial resources to buy.
Professionals say of course I would only buy from you, but then never follow through to do so.
People act on hearsay to confront others instead of scheduling meetings to learn first hand.
Representatives say I will call or email you, but don’t actually do it.
People ask for professional advice, but never stop talking long enough to receive the advice.
Business owners refused to acknowledge facts that they are marketing managers and sales people.
Professionals put more time in online communications than they do with REAL people trying to connect.
And the list of transgressions goes on…
It’s important to remember that you are creating an account in people’s minds. Everything you do to show yourself reliable and others focused builds credit. Anything you do that makes you appear self-centered takes away reduces your street credibility.
