Whether you are in sales, product development, R&D, operations or even customer service, establishing credibility with someone is an important component in any relationship. Sure, discussing what you do and how you do it can help, but there is a lot more to consider when you are looking to establish credibility with a person who does not know you.
5 Tips To Establishing Your Business Credibility:
Tip #1. Ask Questions And Listen Attentively To The Responses - After you ask a question, look whoever is responding in the eye when they answer your question. Stay focused and do not get distracted by external elements, such as art on the wall, people walking by or the view from the window. The person answering may perceive your distraction negatively and think that you do not have their best interest in mind. While listening to someone speak, it is important to recognize his or her needs and wants.
Tips #2. Focus On The Benefits - When talking with someone, focus on the advantages your department/organization can offer and how they will directly benefit the person. Be as specific as possible and tie the benefits back to their needs and wants. Steer clear from the temptation to only talk about what you do (e.g. features).
Tip #3. Tell Success Stories - One of the fastest ways to establish credibility is through past results - how others have benefited from your work. Use visual aids like charts when possible and, if you are in sales, even client testimonial letters. What is really powerful is to call a current client/co-worker while at someone's office to provide them some immediate feedback on your track record.
Tip #4. Relate Success Back To The Person You Are Talking To - Suggest to the person you are speaking with how they can receive similar benefits of something you did in the past. Show them what the ROI will be on the project by using a model with financial data they supply to you. If you use a tool like Excel, use it in real-time so you can alter the data based on their criteria. If you can offer an online ROI calculator via your website, it would be an excellent tool to share with your prospects.
Tip #5. Ask This Simple Question: What Do You Think Is Broken? - Asking for the sale, project, referral or whatever it is you are looking for can be difficult for most people. If you want to start a business conversation, ask this simple business question: What do you think is broken? Doing so will help you discover their real needs and then allow you to introduce the appropriate feature/benefit to fix it for them.
Summary: Remember, your credibility can make or break you at a business meeting since so many people make decisions on their "gut instinct." We suggest being supportive and sincere, but not overbearing or self-serving. Always put the needs of your contacts ahead of your own. By following these tips, you will be well on your way to establishing credibility.
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