Executive Speed Read

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Like a fine wine, Trust requires time to develop.
But the time must be used wisely or it won’t affect, build or improve the quality of Trust
which highly productive relationships require.

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The old truism, “Familiarity breeds contempt” is just not true.  (OK, if we’re talking about uninvited relatives who just ‘show up’ one day and stay longer than we like . . . then, maybe it’s true.  But, I digress)

It’s Frequency and Variety
The fact is, the more you connect with someone and, up to a point, the more frequently you do so, the more likely they are to feel comfortable with you.   And that . . . is what Trust requires to develop and maintain with someone.

Pareto’s Principle: The 80/20 Rule
Building a connection of Trust with someone — e.g. a prospect, client, advocate or alliance — typically involves a variety of touches, at different times, that are largely not self-promotional.

A good ‘rule’ is to make most of each contact you make more about the recipient and less about you.  At most, limiting any self-promotional contacts to 20% or less of all your relationship nurturing contacts will keep someone open and receptive to hearing from you.

POINT:
Building a trusted relationship that produces value in the form of referrals to you, introductions for you along with revenues you can bank . . . requires making regular contact with anyone who is a key to your success.  And, when you do, make sure most of these contacts offer intrinsic value to the other person.

ACTION YOU CAN TAKE:
Experience the kind of valuable, personally valuable contact that a simple marketing communication offers . . .

Download a copy of my One Page Client Letter: INSIGHTS
This is provided, with permission, twice a month.  Each issue focuses on ONE idea, on ONE page and always includes a step-by-step ACTION PLAN that outlines how to go from where you LEARN about the idea to where you can EARN revenues with it . . . in your business or practice.  Click here or the image to see for yourself!