You don’t actually hear those words very often, but be certain…that question is being asked by your referral partners.  Whether they consciously or deliberately think it, there are Four Core Competency issues that are being mulled around to bolster trust.

I’m fascinated with Stephen Covey’s book, “The Speed of Trust.”  Simply put, trust means confidence.  The opposite of trust is…. distrust or suspicion.  When you trust people, you have confidence in their integrity and in their abilities.  When you distrust people, you are suspicious of them; their integrity, agenda, abilities and track record.  It’s that simple.

Four Core Competencies

In referral networking, you are constantly substantiating  four core competencies according to Stephen Covey.

1. Integrity

Honesty, integrity and walking the talk.  It’s being congruent inside and out.

2. Intent

Motives, agenda and our resulting behavior.  What is the mutual benefit?  How can we alleviate suspicion?

3. Capabilities

Talent, skills, knowledge and attitudes.  We have to answer the question, “Can we DO what we say we can do?”

4. Results

Track record of performance.  Measurable results.

Why should I trust you?

Your word of mouth referral networking model needs to be answering that question in a dozen different ways. What are you doing to send the message that you can be trusted in all four areas of competency?

• How can you demonstrate integrity?
• What are your real intentions?
• Are you the best at what you do?
• Show me results that alleviate my fears!

It’s easy… but it must be deliberate!  It comes from things as simple as showing your face regularly at the same networking event,  your elevator pitch to your follow-up methods.  You can build trust in open networking at almost any event….and by sitting at your computer following up on new connections.

I can think of at least 14 ways to show the market…. you can be trusted!  I teach it in my NICHE Networking class; Acceleration the Speed of Referral Trust.  When trust is high, the speed of business is high and the cost is low.  But when trust is low, the speed of business is low and the cost is high.

What are you doing to Accelerate the Speed of Referral Trust?

Scott Carley