During a call today I was sharing some ideas on trust building with a client, so I thought I would share some ideas and resources with you on this topic.
Because, unless you have trust in a relationship, your ability to influence will be severely restricted.
Why?
If they don’t trust you, they will seek verification from others, will check out the facts more carefully and will generally proceed with far more caution, especially if you are asking them for a big decision.
There are three really important factors to bear in mind:
- Trust is about predictability, the degree to which you can foretell how they will respond in a given situation. If you know what someone will say or do when you make a certain pitch, you can factor that into your preparation.
- Trust, at its most useful, is a two-way feature of all relationships. They have to trust you, and you have to trust them, for the relationship to reach its maximum potential. If you don’t trust them, how can you rely on them telling you the truth? They may say “yes” but do “no” and that is a big waste of time.
- Trust builds with a process. When two people meet for the first time, you can observe the way trust develops in a fairly predictable process. Once you are aware of this process, you can adapt your approach to ensure that it builds in your relationships in the optimum way.
To help you get moving faster with trust, here are a few extra resources:
- Trust and Integrity Made Simple: In just a few words, lays out the dividing line and basics of these two vital concepts (read now).
- Building Trust in a New Relationship: Outlines the process by which trust builds, or doesn’t! Use this to learn how it is working in your relationships and how to get better at building it (read now).
- Trust Building Examples: To make this relevant, here are a few examples of the process in action (read now).
Don’t forget, if you find this useful, maybe your colleagues would too?
The Gautrey Influence Blog
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