How to Create Real Trust in Business Relationships
Trust is about being, not doing. In fact, in Laurel Delaney’s blog How to Build Trust, Marilynn T. Mobley says “It isn’t something you do – it’s what you are.”
Our clients don’t leave meetings with us and analyse our actions and come to the conclusion that ‘because he kept to his word he can be trusted.’ Keeping to your word is, of course, essential. But this kind of behaviour is just the entry ticket to play the game of business.
Trust is sensed. It’s about how our client feels when in our presence. These feelings derive from all the unconscious signals we send out as we interact with our client.
We can’t strategise this by deciding what behaviours we are going to engage in to create trust. We can’t fake it. It comes from our intent.
If our intent is to do the best we can for our client irrespective of sales targets and other pressures – just listen and give them what they need – then we will unconsciously communicate authenticity.
So the starting point is to look inside ourselves honestly and ask whether our goals are the right ones for long term business development and ultimate success.
All of us need to audit our own purpose and aspirations from time to time. Take the time for some introspection instead of always looking at the outside world for answers.
When we are familiar with our internal world and are authentic, then the outside world pretty much takes care of itself. This, I believe, is the key to building trusting relationships that lead to increased business success.
James Irvine, Team Egyii, Singapore
Tags: Communication Skills, People Skills, Relationship Management, Trust
