What’s your trust made of?

Comment

What’s your trust made of?

Many organisations fail to even ask how much they are trusted, despite trust being the most powerful driver of their performance.

But once you ask that question (and you should), the next one is ‘Why’ and 'What for'? Clearly, if you don’t know that, you can’t do anything about it.

Comment

Trustify: it’s not rocket science – or is it?

Comment

Trustify: it’s not rocket science – or is it?

Customers don't buy from people they don't trust – and people don’t work for organisations they don’t trust.

This aphorism is at the very core of the services and sales process. Trust is a key interlocking component that underscores everything you do as a business and without it you probably don’t have a business.

Comment

Making great sales processes more effective

Comment

Making great sales processes more effective

One of our clients calls his sales process “the efficiency”, and our HuTrust trust building approach “the interlocking effectiveness”.

Working with this sales director and many other clients, we have shown that this is a correct approach – often achieving more than 30% sales improvements within weeks in call centres and personal selling.

Comment

Financial advisers and trust – an oxymoron?

Comment

Financial advisers and trust – an oxymoron?

When I worked in advertising in Vietnam in the mid 1990s, the Vietnamese government – still hardline Communist at the time – saw advertising as a social vice. Indeed, it was number 7 on the list of vices. Ahead of gambling and prostitution and on a par with beer.

We were not high on the list of most trusted consultants.

Comment

Professional service needs to get professional at trust building.

Comment

Professional service needs to get professional at trust building.

How critical do you think trust is to your success?

If you’ve thought about it, you’ve probably given a trust score of 9 or even 10 out of 10 – and you’re not alone. As many as 97% of professionals come up with similar results.

But consider this. If you shift client's trust up one digit, from 9 to 10/10, you’ll be doubling your client's loyalty. Furthermore, you’ll find similar leaps in trust each time you move up a digit on the trust scale.

So here’s a question that I’ll be discussing in a future blog: how much time have you spent in your entire career actively learning about trust and how to build it?

Think about it.

Comment