Irrespective of the relationship-B2B, B2C, P2P, B2E or S2S( spouse to spouse), if there is no trust, there is no relationship. Time and again, we have seen this trust being violated, with the same eventual consequence-the relationship going south and ending. Why then do we continue to not work on building this paramount edifice,that can and will stand the test of time?
A fundamental way to build trust, grow trust and maintain trust, is to focus on the other entity-ask them what they want, what they need, what motivates them and what ticks them off. To be interesting, first be interested. Everybody wants to be heard. Give them the hearing they so deserve. If speaking is silver,then listening is Platinum. Remember, it is not about you, but about them. If you want the customer to buy, you have to first be ready to sell and be bought from.
Given that this is so simple, it is seldom practiced. The best way to build rapport and develop trust is to ask the question and then keep quiet and let them talk. Then ask another follow up question and let them answer. And again and again……
There was a reason God gave each of us, one mouth and two ears. Let’s use our faculties in the proportion they were meant to be used as-give a fish to a hungry person, you will have an immediate friend, but teach them how to fish and you will have a friend for life. In the sciences, business, fashion, art, music, film etc, the trust factor is the common ingredient needed to make an amazing soup of longevity and mutually rewarding relationships. Communicate and listen and talk less about your offer…..You do this and the rest will follow.
More on the concrete steps and specific actions you can start taking today, to build trust and lifetime value, in the next post. See you on the other side. Thanks ,