Consider this question…… What am I doing to help others trust me?
It is unrealistic to be able to use the services or buy products from everyone in our networks and vice versa. So, how can you support others to develop trust in your business when you network?
When someone is prepared to put their reputation on the line by recommending your business to one of their valuable connections in a referral, they are demonstrating high levels of trust in you as a person and in your business.
Consider the THRIVE KNOW, LIKE and TRUST factor:
Get to know your connections. If you want to get business, talk non-business first. Get to know the individuals, their motivations, what sets them apart from others, then their product and services. Take time to listen and understand, if you take a genuine interest in the other person, the more you get to know them, the more they will get to know you. This is why the 1-2-1′s are so important along with the follow-ups.
This is not necessarily about being friends, although it can be! As you get to know more about your connections, you are likely to find areas of common interest, either professionally or personally. This might be because your businesses have similar synergies, or represent the same values or even because you both play golf. When you find that common element, you will deepen your business relationship. Focus on making a kinship or a rapport based on the foundation of respect.
We give business to those we like and those we trust and never the opposite. Simple as that. This is the point where someone can, with full confidence, refer you to one of their connections, even if they have not used your services or bought one of your products. There is a strong possibility that your relationship has moved from a purely professional relationship to something stronger. They know sufficient about who you are and how you operate to TRUST you with their own trusted contacts.
- Be consistent in everything you do.
- Be steadfast and reliable – you can’t build the know, like and trust factor if you are around one minute and gone the next.
- Be clear - when people meet you they should immediately get a sense of what you’re all about.
- Be compelling – make your message really interesting, informative and inspiring and your values – do they closely match their own?
- Become better known and equip people to make it easy for them to communicate what you do.
- Be front of mind and visible – let others know what you need.
- Be worthy – and creditable don’t over promise.
- Be professional – the way you are and the way you do business.
- Be trustworthy – this comes from positive experiences over time.
When people will go and actively seek opportunities on your behalf and take a call to action fir you, this makes it pure networking gold for you.
So, when you are out networking, consider this question…… What am I doing to help others trust me?
And networking with the aim of making referrals for each other.