How to Build Trust and Get Your Network to Introduce You
The people in your network like you, but do they trust you? “Of course my network trusts me,” you may be thinking, “or else they wouldn’t be in my network, right?” That may be true of your biggest advocates – your best customers and team members who have either learned to trust you as you’ve served them or they already trusted you to begin with.
However, other people in your network – those who you’re acquainted with or have been introduced to you by others – may have to learn to trust you. And, this trust comes with time.
Trust is essential to relationships, especially the ones you have with the people in your network. This type of trust may look different from other types of trust that you may have with friends and loved ones. Although consistency and care are at the root of both, your network also needs to trust that you’re not just looking at them as another sale.
Trust is essential to growth
For many people, network marketing is known for its aggressive selling style that tends to burn more bridges than build lasting relationships. These people may be leery of friends and acquaintances who are network marketers because they have been burned in the past. Perhaps they were pressured into buying something they didn’t want or could afford, only to have that person continue to come back looking to score another sale. No one wants to feel like they have a target on their backs.
The relationship marketing difference
The best part of relationship marketing is that it flies in the face of traditional network marketing sales tactics. Yes, it’s important to make sales and build a business – how else can one meet financial goals? However, that’s not the most important thing. The most important thing is the relationships you develop with the people in your network.
Your network is gold to your business – it’s the spring from which you can not only get sales but also grow your business. Each of the relationships you develop provides the opportunity to increase your network exponentially – your people know more people who know more people, etc. The stronger your build your relationships, the more willing and likely they will be to share information about your business with them. What better way to build a network than to grow it with great people you enjoy serving?
The role of trust
In order to build strong relationships, you have to build trust. Trust is based on four things:
Have you ever met someone and felt that instant connection? Although you may have felt it with your spouse or partner, you may also feel it with other people you meet as well. You relate to one another and understand where the other is coming from.
How to build it
Chances are, the vibe you give off is at the core of if people feel chemistry with you. Perhaps people relate to your persistent optimism and bubbly personality. Or, maybe they relate to your compassionate nature and willingness to listen. Think about what makes you special and seek out ways to hone those skills.
Character is who you are. It’s how you treat people, even when others aren’t looking. It’s that last part that’s the most important. It’s easy to act nice and sweet to people when others are watching or when one wants to make a sale. Many salespeople put on their sales faces and act super nice and helpful to current or potential customers, but turn it off when they don’t make a sale or if the person doesn’t buy right away. This is the best way to not only lose customers but also lose friendships. They understand that the salesperson only contacts them whenever they need to make a sale. Before long, the person stops talking to the salesperson totally – after all, if they’re just another sale, what’s the point of maintaining the friendship?
When you value your relationships, you would never do this. You contact your network to check-in, see how they’re doing (and listen for ways to serve), and look for an opportunity to make their days. If you make a sale, that’s great! But that’s not the sole reason you’re contacting them, and they understand that. Although they may be skeptical at first, the more you connect with them, the more they’ll learn to trust you and know that you have their best intentions at heart.
How to build it
When you connect with people, connect with your heart. People can sense when a salesperson has another motive and is only out for a sale. Reach out with your authentic self and ask people how they’re doing, then listen to their response. Ask the next question to learn a bit more about them. Not only will you learn more about how you can serve them, you’ll also strengthen your relationship with them.
In other words, your knowledge, expertise, and experience. The more you know about your products and services, and the industry as a whole, the better you’ll be able to serve your customers, prospects, and team members. If you’re new, don’t worry that you don’t know everything; the more you read and learn, the greater your knowledge. If you’ve been in business for a while, share your expertise with your customers, prospects, and your team. The more you share your knowledge and experience, the better you’ll be able to serve your network. They’ll see you as an expert.
How to build it
Read, watch, listen, and learn all you can about your products and services and the industry you’re in as a whole. If your business is wellness related, keep up on the current trends so that when your customers and team members ask about them, you can answer intelligently. Follow the experts in your industry to learn more from their expertise and emulate how they gained it. Remember, the more you know, the better equipped you’ll be to serve your network.
The more consistent you are, the more your network will be able to rely on you. When they can rely on you, the more they’re able to trust you. Consistency comes from doing your Power Hour each and every day (even when you’re super busy). It’s following up with a prospect when you say you will. And, in checking in with your team members to see how they’re doing and if you can help.
Life happens, and sometimes things pop up that make being consistent impossible. However, the most successful people will find a way. They’ll set aside time to connect with their networks and do the daily activities that drive their businesses, even if it means doing 10 minutes of work here and 20 minutes there. Consistency is the commitment you make to your business and your network. In order to build trust, they have to know that they can rely on you to do what you say you will. The more consistent you are, the more they’re able to trust you, and the more comfortable they’ll feel buying from you and joining your team.
How to build it
Make your business a top priority. Set aside time each day to do your Power Hour and connect with the people in your network. Follow up when you say you will and reach out to your top customers, prospects, and team members to see how you can serve.
Your network likes you, but will they introduce you?
The short answer is YES! They may even be talking up your business right now to a friend. When we love a product, service, or business, we tend to tell everyone we know. Think about that product you bought that floored you with how great it was – how many people did you tell about it? You may have even gotten into the network marketing industry because of how excited you were about the products. They worked for you and you were likely telling others all about it, why not get paid for it?
But, talking up your business isn’t enough. Encourage your network to introduce you to the people in their networks who they think would benefit the most from your products and services. Asking for the introduction not only increases your network, but it also bridges the gap for you. You don’t have to wait for anyone to contact you; you’re taking a proactive role in contacting them and bringing them into the fold.
The truth is, we prefer to buy from people we know and trust. In fact, people are four times more likely to buy when referred by a friend. So, ask for that introduction. How?
“Could you do me a favor? If you come across anyone you care about that might need help with [whatever it is you help with], would you connect them with me so I can send them some information?”
It’s that easy. Memorize it and remember to ask your top advocates whenever you speak with them.
Teamzy can help you build trust
Teamzy was developed to help network marketers build trust with everyone in their network by encouraging consistency. Each day you’ll see a list of people to connect with for the day. Simply start messaging and work through the list. When it’s done, you’re done for the day. Easy, right? Click here to learn more.