The first step to getting quality referrals is the trust step. All to often this is the one step that everyone tries to rush and it is the one step that is not controlled by you. While there are things that you can do that builds trust, it is actually up to the other person to decide when and if they trust you.
Until you have trust with others, there is no way that they are going to risk their reputation or their best clients with you. Every time you receive a referral from someone they are in fact lending you their credibility, their reputation.
What are the steps that you can take to build trust with your fellow network members? Think about what it takes before you trust another person. Do you trust fast, until someone proves they are not worthy of your trust, or do you trust slow, people must prove they are trustworthy first. What actions motivate you to trust?Here are some very simple things that build trust everyday.
First, do what you say you are going to do. This seems simple enough right? But all to often people over extend themselves or they say yes to things that they are really not interested in doing. If you say that you are going to do something for someone right it down on a task list, put a date and time next to it and getting it done.
In a survey of over 12,000 business people, participants stated that follow up was a key activity if they were going to pass referrals, when people did not follow up promptly they did not trust them to pass referrals to them.
Don’t talk about you, ask questions and show interest in learning about the other person.
Listen to the person who is talking to you, don’t look at your cell phone, don’t look over their shoulder, pay attention, show respect for their time and information.
Be positive, people who have a smile and positive attitude are the people we want to be around. They are likeable and we trust them quicker.
Lastly, whenever possible, give a lead, referral, connection or information. Practice the givers gain attitude, it will take you a long way in building strong trusting relationships.
Take your time, be authentic and people will trust and want to refer you. They will know that they can trust you to make them look good with their clients, family and friends. For more information on building trust I recommend the book.
If you get a chance pick up The Speed of Trust by Stephen Covey, he gives a systematic approach to building trust with a list of the 7 Secrets to building trust in your life.