Earning Attention & Trust
Earn attention then trust.
The first thing you do when connecting with someone is earn their attention. No one will listen to you if you don’t first have their attention.
This step shouldn’t be taken lightly. Earning attention gracefully and doing it with tact is a skill.
Once you have their attention, you must earn their trust.
If you have a pitch with a potential angel investor, or a big sales pitch with a new client, you may have come recommended by a mutual contact. However, if you go in and completely bomb the introduction, treating the secretary with disrespect and making a lousy first impression. Then you could become the “let’s just get this over with” appointment. And it’s doubtful that you’ll be listened to with much seriousness.
Let’s say you don’t do those things and you win the secretary with good charm and knock the introductions out of the park. Then it’s step #2, which says:
What you’re saying must back up the value of the attention you are being given.
If you don’t have all of your facts straight and begin waffling during the financial section of your pitch, that initial charm wears off fast. Trust takes a turn in the wrong direction. (And maybe even people start to fall asleep.)
What do people think when they hear your name? Do they trust you enough to give you their attention?
Earn their attention, then earn their trust.
Then, step #3: take intentional care when using that trust.
(photo via thomas hawk)
Posted on February 25, 2016
by Tim & Tommy