Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

The Trust Factor

We choose to do business with those whom we can trust. We may have times when we are misguided by a profitable opportunity and choose to do business with someone we’re not sure if we can trust, and this usually turns out badly. Think of your follow-up systems as a way to build relationships and build trust over time.

What makes people see you as trustworthy?

In a 2006 article in the Harvard Business Review, Fordham University Professor of Management Robert F. Hurley lays out a trust model based on characteristics of both the truster and the situation or trustee:

Characteristics of the Truster

 

• Risk tolerance. Greater risk tolerance is associated with greater levels of trust. Risk takers tend to act first without extensive ...