Navigating the 7 Cs of Trust
Nothing is more important than trust. Of The 4 Abilities, this one is by far, the most important. Without trust, nothing happens. With it, everything becomes easier. Your reputation precedes you. Then, clients buy what your selling at a higher price and business moves faster than ever. When your trusted, you’re believable.
The following 7Cs will help you create and build your trust factor.
Conversations
Confidence
Clarity
Consistency
Comfort
Caring
Compelling
1.Conversations
The expression, “It’s not personal, it’s just business” is nonsense. Businesses don’t make decisions or develop relationships, people do. A more accurate expression is, “It’s not just business, it’s personal”.
In a world of e-mails, faxes and texting, verbal communication has become something we only do when the power goes out. In this day and age, if you take the time to have a conversation, people will look at it as a gift. If you find it difficult to reach out and start a conversation here are some tips:
Make others important. Treat each person as if there the most interesting person on the planet. Ask questions that get them talking about themselves.
Find commonality. Look for similar interests, things you probably share. Sports, kids, and the weather are usually safe topics. Stay clear of religion and politics.
Listen. When they’re talking maintain eye contact, be ready with follow up questions. Spend twice the time listing that you do talking.
Be genuine. Take a real interest in them. Don’t be afraid to let your guard down a little. Have fun when you see humor in a situation.
The more time you spend building rapport the better you’ll know them and they’ll know you.
People have more trust for those they know.
2. Confidence
Believe in yourself & others will believe in you. A high level of self-belief is the one thing all great leaders have in common.
You got this! Have confidence you can’t handle any situation
The glass is half full. Always keep an open mind & look for the positive
You’re always on stage. Others perception of you is there reality of you.
Live your value. If you don’t believe you’re worth 10x what you charge – why should they?
Confidence in yourself makes you more believable, it’s what takes people from liking you to trusting you.
People trust people who have a high level of confidence in themselves.
3. Clarity
I can’t begin to imagine how much business I’ve gotten simply because I’m clearer than my competitors when talking to a customer. The clearer you are the more others will trust you.
Avoid fancy terminology. You’re not impressing, you’re confusing them.
Explain technical terms. Explain in a way you’re sure they understand.
No industry jargon. Save it for your colleagues.
Speak so you cannot be misunderstood, sometimes that means slowing down and stopping between thoughts and saying, “does this make sense to you?” Practice speaking slowly and clearly and remember, a confused mind usually says “no”
People trust what they understand.
4. Caring
In the business world is there room for caring? Absolutely. I’m not talking about caring the same way you’d care about your family. But caring for your customers is really just put them first and being considerate.
Make time for people. Be sure they know it’s all about them
Don’t forget the little things. Everyone else remembers the big things
Most important word? Learn and remember people’s names. Then use it often
Gratitude. They’re the reason you have a job. Thank them every chance you get.
They don’t care what you know till they know that you care. People trust those whom they feel care for them and their interests.
5. Consistency
Running a successful business doesn’t mean hit & miss moments of greatness mixed in with a few okays and an occasional blunder.
Systems & checklists. Even if it’s just you, keep a list of steps. Put it where it can be easily seen.
What is expected. Understanding expectations is job 1 no matter who the client is. People want to know that you know.
What can they expect? Tell them what you’ll do. It works both ways and can eliminate a lot of headaches down the road.
Look at Southwest Air. They don’t promise a luxury ride, but rather a safe, comfortable bus ride in the air. Their clients know what they can expect. One reason they’re successful is they consistently set the expectation and consistently provided what’s expected.
People trust those who always meet their expectations.
6. Comfort
People don’t hire me because of my price (usually the highest) or my quality (not always the best). They choose me because I make myself the easy, comfortable choice. I spend little time selling price or quality. Instead, I take away their reasons for not buying.
Switch places. What would your business need to look for you to want to do business with your company? Are you offering that?
Guarantee. Do you make the strongest claims?
Risk reversal. How can you make it easier for them to say “yes” to doing business with you?
Be the easy choice. People trust those who make them comfortable.
7. Compelling
Compelling is WOWING your customer! It’s going out of your way to make sure their happy. Add that to the other six Cs and you will wow like you’ve never wowed before!
Have conversations
Show confidence
Be clear
Practice caring
Stay consistent
Be the comfortable choice
Find your WOW factor
If you practice these seven, I can promise you, you won’t be forgotten!
People trust those who are compelling.