BRX Pro Tip: Borrow Trust
Stone Payton: And we’re back with Business RadioX Pro Tips, Stone Payton and Lee Kantor here with you. Lee, talk to me a little bit about this idea of borrowing trust.
Lee Kantor: Trust is really hard to build from scratch when you enter in a new relationship. And so, a kind of a shortcut way to build trust is to borrow the trust through the right relationship. And that’s why it’s important to have kind of a good network that can introduce you to other people. A warm introduction is obviously going to outperform any type of a cold call you do. Because if somebody introduced you, then they are kind of sharing some of the trust they have in you with this new person.
Lee Kantor: So it’s important that if you’re going to do that, when someone you trust introduces you to someone they trust, that credibility transfer that happens before the conversation even begins is critical. And it’s important for you to kind of live into that. You can’t take this stuff for granted because your network is fragile, in the sense that if you disappoint the people in your network, they’re not going to be able to share that trust with you to other people.
Lee Kantor: So, the strongest business networks aren’t just built on just capturing kind of business cards and leads. They’re built on sharing trust. So, think about one person who could introduce you to someone you’ve wanted to meet, and ask them to make the introduction. And also, think about who is somebody you can introduce to in your network that might help them. Doing this kind of back and forth, asking for introductions and giving introductions is kind of the activities that matter in building a network that’s going to help you grow your business.
