Ten Little Known Ways to Build Trust Through Networking
January 14, 2012 in Marketing
By Vicki Garcia
With the advent of the internet, websites, social media and other technologies, it can seem that the “old-fashioned” effectiveness of local business networking has been left in the dust. Not true! Face-to-face contact is, and always will be, the number one way to grow your business.
Visibility Builds Trust
As hard as it is to hear, the most able competitor doesn’t always win. It’s more often the most visible competitor who gets the client or the project. Ask 100 people what is the best burger in town, and many of them will say Burger King or McDonald’s. Those businesses come to mind quickly. Because there is one on every corner, they are perceived as the best. They have visibility. Visibility builds trust. And, nobody will buy from you unless they trust you.
Do you know flaky people who are succeeding in business? Of course you do. Why? Visibility is more important than real ability! When we see something repeatedly, we get the impression it must be good. Its recurring presence attests to its success. The perception of success builds trust.
The “trick”: who knows you is as important as who you know. Lack of visibility diminishes your credibility. Hide at the office, and you will be the competitor who loses. People trust people and companies they see frequently, especially if they are consistent.
Business networking groups like BNI (Business Networking International), trade groups, niche associations, and your local chamber of commerce will constantly urge you to just show up reliably. This is because they know that half the battle is being seen, becoming a familiar face and reintroducing your business over and over again. 10 Tips to Increase Your Visibility
1. Networking is not for making a sale on the spot. Go into every networking opportunity understanding that your job is to make new contacts, build your database and follow up with them.
2. Stop sitting with your friends. Sit with a table of strangers and converse with all of them.
3. Once you find a promising organization, volunteer to help at the check in table where you will meet everyone who arrives.
4. Look for first timers. Walk up to them, stick out your hand and say “Hi, I’m (your name). Are you new? What do you do? Be sure to exchange business cards.
5. Move into the “power circle.” Make a beeline for the organization’s decision makers, like the President or Administrator. Introduce yourself and make friends with them quickly.
6. Find out who determines the speakers. If you can get a chance to speak, your credibility will grow rapidly.
7. Don’t waste your money on display tables. Instead, network with the people around the display tables.
8. If there is a table with business cards and brochures, pick up one of everything, and look for people who could use your products or services.
9. Besides looking for customers, also look for people you might joint venture, team with, or who could be good referral sources.
10. Stop thinking about yourself and be helpful to other people. More than anything else, this builds trust in you.
Vicki Garcia has been working with business owners for over 25 years to increase their business income, get more customers and create security for her clients. It is her job to stay ahead of the curve on all the new marketing tools and pick out the best ones. Her methods work. She can prove it. Visit Vicki for more information at http://mymmea.com/our-pros/victoria-garcia/
