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30 2013

10 Best Ways to Build Trust

Syndicated from: Networking for Results Blog

Identifying, prioritizing and developing key relationships is an integral part of a successful personal marketing program, but the most difficult part is getting others to help. What can we do that will stimulate others to work on our behalf? What will cause others to want to help us, even when we’re not around? How can we develop a mindset in others to get them to recommend us to their contacts, colleagues and clients? Here are the ten most effective options in recruiting others as active partners in a personal marketing program. Each one will work, but they function best when used in conjunction with one another.  1. Accelerate their trust level. We all want others to help us. One of the best methods for getting others to want to help us is to demonstrate our willingness to be of service to them. One tangible action to bring value or render service will accomplish more than all the talk in the world. Listen care-fully in conversations. Ask specific questions. Discover what they want or need. Then do something to help them achieve it. Do it unselfishly and be prepared for the results.  2. Develop your trust level. Helping others first is a key leverage factor because it activates the principle of recipro-cation. One of the reasons why we don’t help others more is that we don’t have a high enough level of trust in them. Make yourself more comfortable about their product or service by investing in it. Once you become a client you will not only have activated the principle of reciprocation, you will be more confident in speaking to others about them.  3. Increase your confidence about their competence and expertise. Invest more time in listening to them and asking questions about their product or service. As you become more aware of their level of expertise, you will be more comfortable in referring them to others. Also, by becoming more knowledgeable about their products or services, the more quickly you will find them qualified prospects for their product or service and increase your leverage potential.  4. Participate in the process of moving qualified referrals to satisfied clients. The difference between a lead and a referral is that a referral includes the active participation of the person who passes along a name. It contains a commitment on the part of the giver to be a partner in the referral process. Make it a point to be seen as a resource for your referrals and actively participate in the process of moving people you see as qualified prospects into satisfied clients for your friends and colleagues.  5.  Promote them through introductions or group presentation opportunities. Be free and open about giving these valuable assets the opportunity and the access to your circle of influence. Make your introduction more personal and make sure to include their strongest asset or skill. Include in your conversation that others would greatly benefit from finding out more about their product or service. Help them access more people more quickly by arranging a group presentation where possible or beneficial.  6. Contribute to their professional or personal success with your skills or resources. We live in a “me first” society. When we encounter a person who has a specific skill, and is willing to unselfishly use it to help us, we are very impressed and seek to return the favor. Work hard to discover the secret aspirations of the important people in your life, then do everything within your power to help them. You will be amazed at how quickly they will work on your behalf.  7. Develop your knowledge of, and contribute to, their family and personal status. Our professional contacts tend to focus on business issues, overlooking the leverage value of family. There is nothing more important to us than our family, and we all have personal objectives that are important to us. Invest more time discovering the information relating to the family and personal issues of your key contacts. Helping them help their family to achieve objectives can be as powerful a leverage tool as helping close a sale.  8. Invest more time identifying their key contacts and organizations. The important contacts we have want to help us succeed. By investing time to research who they know, we can make it easier for them to help. Listening and probing during conversations will elicit their key contacts. Sometimes who, or what, a person knows is more important. In some situations, a person’s knowledge or position in an organization can be helpful in achieving our goals.  Their ability to influence others can be a powerful asset.  9. Make it easy for them to help you by communicating your needs effectively. One of the  most common reasons why people don’t refer more business to us are they are unclear as to how they can help us. This is one of the main reasons they hesitate to recommend us to others. How you communicate your needs is as important as identifying them. Make it easy for others to help by having simple, precise needs that relate to them and their situation. Then communicate it.  10. Discover innovative, personalized ways to reward their help. We all enjoy helping others. It’s a positive part of every relationship. But we also need to feel appreciated. Without positive feedback that our actions were helpful, we will not repeat the activity. Make it a point to reward others for their actions on your behalf. This could be as simple as a thank you call or note, or as elaborate as a gift certificate. Personalize your reward to make it more powerful and make others remember your thoughtfulness in acknowledging their kindness.  Want more info on building trust? Email me at to receive a complimentary copy of my ebook “Maximizing the VIP Factor”.

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