I’ve reviewed hundreds of websites since I formed my digital marketing company. Most of them look like they were designed by an army of robots.
In last week’s article, I shared some insights on building trust from The Trust Mandate, by Herman Brodie and Klaus Harnack. The book is a valuable resource. Its principles are applicable to you and your relationships with prospects and clients. Especially powerful are some small changes you can make to your office and the way you present yourself that will quickly inspire trust.
Brodie and Harnack identify the two dimensions of trust as “warmth and competence.” They define “warmth” as “a benevolent orientation that puts others before self” and “competence” as “the ability to make desired outcomes happen.”
Almost 50% of Americans don’t have sufficient savings to maintain their quality of life in retirement.
If you can become one of the very rare people in the lives of your prospects who emulate the behavior of this beloved aunt and mother, all your relationships will be enhanced in a way many have described as “transformational.”
I found this observation compelling: When the plan sponsor says, “Tell me about yourself,” he is not asking for further demonstrations your competence – he is offering an opportunity to convey warmth. He wants to learn about good intentions.