“No legacy is so rich as honesty.” – William Shakespeare
The quality of a business is often tied to the relationships between stakeholders, employees and customers. Trust can come from a variety of mediums such as honest conversations, consistency, reliability, achievements, testimonials, accomplished goals, regular communication and punctuality.
Actions speak louder than words. You don’t even have to like someone to trust them. Being a trustworthy character is excellent currency for your brand and the company you are working in. People are more candid and open to you when they trust and will be interested in growing an ongoing relationship with you. They will reveal themselves to you will and in turn you get the opportunity to nurture a solid, ongoing relationship.
UTILIZE YOUR CREDENTIALS
Whether it is a portfolio of past work, a splashy education, a successful exit, or simply proof that you have done good for others via your results, use the tools you already have to indicate the value in your brand and working with you. Opportunities are lost when this is communicated ineffectively.
I always get frustrated when people hire me to write about them and they want to be modest and not mention the accomplishments they have and not appear too flashy or pompous when in reality not using their own story and experiences blends them into the flock. Be proud of what you have done. People hire you. Not telling people what you are capable of or why people have trusted you in the past is bad personal brand marketing.
HOW TO GAIN TRUST IN SALES
In sales it is exceptionally important to stand by your word and communicate clearly so everyone’s expectations are aligned so there are no surprises when you start working together. When selling I have always found it easier to connect and build trust in a consultative sell as it is easier to make the prospect feel that they needs are taken care of when you give me custom advice.
Trust can be a little trickier when it is a transactional sell and may require extra hand holding and validating of your value proposition with tools such as case studies, testimonials or may require a longer sales cycle to build enough trust to convince. Listening is super important and letting someone talk so you can assess if it is in their best interest to sign a contract with you. Getting people to ink something that they are not confident or comfortable about will only blow up in your face later.
If it isn’t a good fit, keep searching until you find clients you will enjoy working with so the feelings are mutual. You aren’t meant to work with everyone.
TELL THE TRUTH
Being candid and not holding back when communicating allows you to create collaborative win-win deals. Voicing your own concerns as well as assessing your parties as well allow you to create a custom deal that you both walk away happy with.
Your character is your currency in negotiating deals and how you communicate before you do business together with anyone determines how it will play out afterwards. If it is off to a rough start, maybe you shouldn’t work with them. You want to be able to trust your clients and have a great relationship with them too.
A colleague of mine has seen million-dollar deals not go through because one party didn’t feel comfortable working with the other. If people know you are direct and tell the truth there is less concern for any backlash or sidebar conversations.
BE RELIABLE AND COMMUNICATE CONSISTENTLY
It is valuable in personal and professional relationships to be consistent and reliable to have trust and comfort in your relationship with another person. This is necessary for ongoing trust. Neglected relationships with anyone will inevitably fail. Stay in touch with clients and prospects and follow up on your commitments and respond to communications punctually.
If something goes sideways or something unexpected happens to disappoint a customer, all is forgiven easier if you have good communication already established and a good working relationship.