Comments on: High Impact Results with Low Impact Techniques: Business Development from a Trust Perspective http://www.egyii.com/blog/2010/03/01/high-high-impact-results-with-low-impact-techniques-business-development-from-a-trust-perspective/ Egyii Blog Fri, 16 Jul 2010 13:52:02 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: admin http://www.egyii.com/blog/2010/03/01/high-high-impact-results-with-low-impact-techniques-business-development-from-a-trust-perspective/comment-page-1/#comment-913 admin Mon, 01 Mar 2010 14:48:18 +0000 http://www.egyii.com/blog/?p=2206#comment-913 Mr. Thompson Thank you for your comments. I like your approach- you certainly need a "differentiator" in such a competitive global business- and trust is a good choice. I say that because few people walk the talk- and truly follow the trust principles. Doing work for free is not bad- the best way to prove yourself an build trust is by sampling. It gives you the option to "strut your stuff." It is like the candy or ice cream shop where you can sample the goods. How often do people leave empty handed? Part 2 is spot on- use your network Part 3 is also spot on- I suggest looking at helping them by firstly knowing their business and secondly identifying some "unrecognized" problems and needs. If you can solve those "unrecognized" problems and needs with your solutions, you are one step ahead of everyone else. If you would like some further advice, read Trust in Business- The Core Concepts http://bit.ly/7bSd1G. Or, of course, read the book http://bit.ly/aNC3dq all by my associates with the Trusted Advisor Associates team. Behey Trip Allen, Team Egyii, Singapore Mr. Thompson
Thank you for your comments. I like your approach- you certainly need a “differentiator” in such a competitive global business- and trust is a good choice. I say that because few people walk the talk- and truly follow the trust principles.
Doing work for free is not bad- the best way to prove yourself an build trust is by sampling. It gives you the option to “strut your stuff.” It is like the candy or ice cream shop where you can sample the goods. How often do people leave empty handed?
Part 2 is spot on- use your network
Part 3 is also spot on- I suggest looking at helping them by firstly knowing their business and secondly identifying some “unrecognized” problems and needs. If you can solve those “unrecognized” problems and needs with your solutions, you are one step ahead of everyone else.

If you would like some further advice, read Trust in Business- The Core Concepts http://bit.ly/7bSd1G. Or, of course, read the book http://bit.ly/aNC3dq all by my associates with the Trusted Advisor Associates team.

Behey
Trip Allen, Team Egyii, Singapore

]]> By: Frank Thompson http://www.egyii.com/blog/2010/03/01/high-high-impact-results-with-low-impact-techniques-business-development-from-a-trust-perspective/comment-page-1/#comment-912 Frank Thompson Mon, 01 Mar 2010 10:42:57 +0000 http://www.egyii.com/blog/?p=2206#comment-912 Great article. We're trying some things in our "sales" organization to build trust with prospects first - which is important because we are a service business (web design / technology agency). At the risk of calling it "doing work for free" I'll call it "building trust first." Our method goes something like this: 1. identify companies that are a good fit 2. Develop a relationship with them preferably through a personal network 3. Help them (start with an idea that will help them) 4. Cultivate the relationship. We are developing a new large prospect this way and after reading your article I realized that "building trust first" is exactly what we're doing. Great article. We’re trying some things in our “sales” organization to build trust with prospects first – which is important because we are a service business (web design / technology agency). At the risk of calling it “doing work for free” I’ll call it “building trust first.” Our method goes something like this: 1. identify companies that are a good fit 2. Develop a relationship with them preferably through a personal network 3. Help them (start with an idea that will help them) 4. Cultivate the relationship. We are developing a new large prospect this way and after reading your article I realized that “building trust first” is exactly what we’re doing.

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