Be prepared to invest time. There is a vast difference between first impressions and total trust. In some cases it can take 12 months before a prospect trusts you enough to give you business or a referral. Just know that if you are also doing other tings right it still will take time. Don’t, like many people, give up just before you are about to succeed.
Build Credibility. Do what you say you will do – ALWAYS – no exceptions. Be that person that people say “you can rely on …………”. This is key to establishing a good reputation. It can take years to establish a reputation for doing what you say you will do…… and seconds to destroy it.
Demonstrate your ethics. If you have a code of ethics make sure people are aware of it. Not just in the way you do business. Whilst that is important, a code of ethics can be an excellent marketing tool in establishing trust. Formalise it and print it – on your website; as an inclusion in written submissions; as a handout to prospects.
Follow the Platinum Rule. Most people are aware of the Golden Rule, which says treat people the way you want to be treated. Better to treat people the way they want to be treated. And how will you know? By listening more than you talk. Don’t be one of those people who dominate a client or prospect by doing most of the talking.
Give trust to receive trust. Trust is earnt and the best way to earn it is by giving it. Actively look for ways where you can do things that demonstrate you trust someone. By doing so you send a message about trust that will resonate with the receiver.
