I can’t honestly remember where and when I first heard about the Know-Like-and-Trust Factor (who knows, I probably think I invented it! Ha!) It’s so ingrained in my way of thinking about networking, Client Attraction and Closing the Sale, that I take its origin for granted sometimes.
But as you can see, I apply it to everything. It just works so well that you too will want to apply it to your way of doing everything from now on.
OK, so what is this Know-Like-Trust Factor and why is it so crucial to effective Client Attraction and networking?
Well, have you noticed that what sometimes stops us or slows us down in the process of working with someone is often that we don’t know much about them, we don’t know if we like them yet and we certainly feel hesitant about working with them because we don’t feel we can trust them yet?
This Know-Like-Trust Factor runs much deeper than you are probably aware of. When you don’t like or trust someone, do you feel comfortable giving them your money and putting yourself in their hands? Nope, I didn’t think so. We give business to those we like and those we trust and never the opposite. Simple as that.
Now, that being said, we have a greater likelihood of attracting lots of new clients and referrals from those who already know us, like us and trust us, and many times this means former colleagues, family and friends, people already in our life.
People who know us, like us and trust us automatically become ADVOCATES for us.
These people can attest to you as a reliable person and can probably rave about your services if they’ve experienced them.
This is extremely valuable and should not be overlooked when building your practice and setting out to attract new clients through networking.
Your Client Attraction Assignment:
Start by thinking about those people whom you know, like AND trust. Don’t you find it easier to send them referrals than those you don’t?
Shift your thinking to create relationships, over the long haul, with the main objective being TRUST. Take every action to make this happen and you’re on your way to becoming a veritable Networking Guru.
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