If you are launching a company, success in your work will always boil down to your ability to build trust with new people. Prospective customers, potential employees, possible investors — all people you want to buy into your vision and follow your lead. And that begins with establishingtrust, both verbally and non-verbally, to make sure that whoever you’re meeting feels secure and understood.
To establish trust, Robert Hurley, a professor of management at Fordham University and the author of The Decision to Trust,
recommends using the CBASIC method – communication, benevolence, aligned interests, similarities, integrity and competence. When someone is looking for a reason to trust you, those are the benchmarks they want to see.
To enter into a business relationship with you, the other party needs to believe that you are communicating with them openly and honestly and that you have their best interests in mind. People will feel more comfortable with you if they think you have a common approach to business or a shared sensibility. But, if you aren’t consistent, or you don’t have the skills to back up your promises, the relationship will break down.
“There are two dimensions to how people make trust decisions. There is a preconscious, automatic decision to trust. And then there is a conscious, slow decision to trust. When you think about body language — that person looks skittish and nervous, or doesn’t look me in the eye — those are more the non-verbal, preconscious ways that trust is communicated,” explains Hurley.
“Anything that communicates listening, empathy, confidence, caring, is going to signal trustworthiness from a preconscious perspective. Those nonverbals register in our brains as signals of trust or distrust in about 100 milliseconds or less.” So with less than a second to spare to get someone on your side, what are some things you can to develop that valuable trust?