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Successful Networking Is A Matter Of Trust
By
Michael B. Harrison |
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Trust impacts business networking success, as successful networkers understand. However, how do financial services professionals and other business networkers build trust more quickly?
Effective business professionals realize that trust must be built in order to exchange the desired amount of business revenue through networking. Successful networkers also know that trust takes time. There are no microwave processes available or get “trust” quick schemes that have worked consistently if at all. Nevertheless, effective networkers can use time to their advantage and build trust more quickly if they remember to keep in mind these practical trust-builders:
Be courageous by beginning to build trust, today. In order for trust to be built you must start somewhere and it must start with someone. Every word you say and every thing you do can affect trust. Begin by being proactive with your words and actions.
Be considerate of others needs. In BNI, Business Networking International, the world’s largest networking organization, members share the philosophy, “Giver’s Gain.” The "Giver's Gain Philosophy" is an unselfish attitude that is contagious and promotes creditable, profitable, and lasting business relationships. Members build trust more quickly by putting the needs of others ahead of their own.
Be constructive with your words. We’ve all experienced the cutting words of someone who is not in control of the words that fly out of their mouth, and we know how destructive words can be to trust and relationships. Networkers will find it beneficial to say “thank you,” my pleasure” and “great job” often. In offering feedback, asking, “are you open for some suggestions?” and “how may I help you?” can build trust. Constructive words and phrases encourage people. Remember people are drawn to positive attitudes.
Be candid about problems. It is important to be open and honest with people. When problems arise, and they will arise, it’s best to talk with the involved people, immediately. Most people are “down on what they’re not up on,” and you’ll find when you share truth in appropriate conversations you build trust.
Be confidential with information. There is nothing that erodes trust more than sharing confidential information. Gossip may read well in check-out stand newspapers but it never reads well in relationships. Perhaps you’ve heard the story about the man who went to the rabbi and confessed that he was a gossip and couldn’t keep information confidential? He asked the rabbi, “What penance can I do for this sin?” The rabbi said, “Here’s what you do. You take a feather pillow and walk up on this mountain, rip it open and let the feathers fly everywhere.” The man did that and came back and said, “Is that it?” “No,” said the rabbi, “Now I want you to go pick up every feather.”
That’s what gossip does. It just goes everywhere and it destroys trust. On the other hand, never underestimate the trust-building practice of confidentiality.
Commit to building trust. Woody Allen once said that, “80% of success is showing up.” It’s the same with building trust. You must show up, time and time again. Look ahead to where your words and actions are taking you. Commit to building trust in your networking relationships and it will become a reality in due time.
Author's Bio
Michael B. Harrison is a success coach with CenterMark Coaching, a peak performance coaching company where he provides trust-building and business referral coaching services to top executives in the financial services industry. Michael also serves as director for BNI, the world’s largest business networking organization.
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