The ability to build new relationships is an important asset for a businessperson, but getting to know someone is no easy task. I have found that establishing trust is a critical step in building a new relationship. Trust is a reverse psychological phenomenon — the more you get the other person to talk about themselves, the more they trust you. People are naturally attracted to others who make them feel comfortable. A warm smile and engaging interaction can be the start of a lifetime connection.
Lead with questions
An easy way to get a conversation started with a new acquaintance is to ask about their career. Inquire as to where they work, what they do, and how long they have been in their current role. You will find that leading with questions opens many doors.
Listen up
Always approach a new relationship by demonstrating genuine care through thoughtful questions and active listening. You will find that you can get anything out of life if you just help enough other people get what they want in life (ziglar.com). Also, showcasing what you know does not help develop trust with others. The counterintuitive secret to successful relationship building is that the more you get others talking about themselves, the more they trust you. Influence does not develop by speaking but by listening.
Enthusiastic engagement
Once you establish trust, continue to build your new friendship with enthusiastic engagement. Communicate your appreciation of your newly established relationship through texts and emails. Be sure to add all new acquaintances to your contacts list.
Common sense
Establishing trust is the most important step in building a new relationship and you do this by listening. The many friends I have made in my professional career are proof that this common-sense — but not common-practice — approach to establishing trust works.
Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.