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Fast Tip Friday: The Importance of Belief and Trust

Sep 9, 2022 7:00:00 AM


Hey, I had an experience earlier today that I thought I'd share with you. At the core of business development success, and I think at the core of relationships success, there's one issue that is paramount in creating the type of healthy, respectful, mutually beneficial relationships, not just in the business development world, but in all parts of our lives.

The idea is simply this. What people really want from all of us individually is belief and trust. When it's in a business development scenario, they want to believe that what you're telling them you're going to deliver, is actually going to get delivered. They want to trust that the information that you're sharing with them, is valid and not just stuff that you say to get a sale. I think in our relationships, we want to trust the people we partner with personally. We want to believe that they're thinking of us, and not just themselves, when were were willing to share openly and in some cases, without any filters.

So, I just wanted to share a reinforcement of this idea that people really have a bond in that relationship, when they feel that they can always trust that you will do what's best for them, even if it's not best for you. And when we can live that, not just talk it, I think we all benefit and the world's a better place. People will find a way to do business with you, even if they can't do business with you, in that particular circumstance.

I had an introduction from someone 600 miles away from where we are here in Philadelphia. The introduction came from one of my all time favorite clients. One of the people I admire most in my life. He overheard somebody saying that they needed to do some business development training and this gentleman was looking at two valid resources in his own metropolitan area. However, due to the strength of the recommendation that my former client gave me, this gentleman reached out and said, "Hey, I was told that you're the person I should talk to about doing business, getting some sales training, getting some guidance, getting myself fixed. And I'd like to talk to you about it".

Well, in the conversation, I was lucky enough for him to share who he was thinking of doing business with. It happens that I know the one person, the one organization. Frankly, I would have loved to do business with the guy, but the right, best thing to do was to direct him back to that other option for professional services.

Why? He can do live training with that person. He can work with him in a training center with a trainer in the front of the room, and not stuck behind a screen on a zoo call.

As much as that opportunity was more or less mine to win, I had to do the right thing for that client, and push him away from Growth Dynamics. Push him away from working with me, and tell him that another option was the best option for him based on his circumstances, and what he was trying to accomplish. I would love to have taken a check, but I would have felt guilty and dirty about it, if I hadn't taken my own advice.

Will I ever get a chance to do business with this gentleman again? I don't know. But I do know that if that chance comes up, more than anything, he'll be willing to say, "Charlie, I trust you based on our previous interactions, I believe you had my best interests at heart and that's what guided you in your willingness to push me away as a customer and allow me to get what you thought was best for me. Not good for Charlie and Growth Dynamics". So as difficult as it is, I think we always get those types of commitments, and those types of genuine concern for the people that are asking us for help. I think our effort is returned tenfold when we're willing to do it. And stick to that belief that our job is to prove to people that they can trust us and believe in us. That message is that they know we will always do what's best for them, even if it's not best for us.

And so my sign off today is to be very conscious of that statement and do everything in your power to live it.  And to go out there and let the good spirit of the world, let the karmic effect of that take place. And trust that you'll be rewarded for being that committed to doing the right thing, at the right time, with everybody you encounter.

Thanks again for your time and attention. I love sharing this message with you today. Have a great weekend. Take care.