The Credibility Process - why bother?
Pam and I have the unfortunate experience of getting called by people who do not care about building client relationships. Why they would call us is a puzzle, considering that everything we teach leads to enhancing or improving credibility, which directly affects client relationships.
After discussing it at length, we recognized that you could actually develop credibility without ever being liked by the other person – or developing relationships with them. Politicians and law enforcement officers have that kind of association with people – their constituents. Attorneys and CPAs often do, too. Some professionals can get away with it. Those people are acknowledged experts. You call them in to perform a highly specialized job because they are experts in that niche. You want them to perform brilliantly and then go away. Typically, you don’t want a relationship with them.
However, if having a relationship with someone is important to you, you will have to prove yourself at each stop along the way, proving yourself as both likeable and credible simultaneously. Who would this relate to? Coaches, consultants, leaders, motivators and sales people who also serve as consultants, such as financial advisors.
Credibility is the set of steps that you take to solidify your relationship, systematically proving your value and reinforcing it. If you do not know the specific steps, you’re kind of at a loss. Doing business without knowing the Credibility Process is like being a fan of the Texas Two-step and then entering yourself in a samba dancing contest. You’re in over your head and you’re likely to be doomed to repeat your mistakes over and over and over. As you should be, because you can’t fix anything when you don’t know what’s broken.
Want to learn how to build your Credibility? Just contact us via our website: www.aboutpeople.com
-- Michael Lovas
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1 comment:
Michael puts it all in perspective. He makes a good point that even if you can develop credibility without ever being liked by the other person, why go only half-way in developing a solid, personal relationship with them? This would obviously risk losing the client.
As Michael advises, professionals who are experts in their field, but are not likeable, will be expected to perform brilliantly and then go away.
Why would you want an arms-length relationship with the most important aspect of your business, a loyal client?
Again, as Michael advises, "Credibility is the set of steps that you take to solidify your relationship, systematically proving your value and reinforcing it."
Excellent advice!
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