Do people trust you? Of course you think they do, but do they really trust you? Without trust your business and referral marketing efforts will suffer. Of course this sounds obvious, but what are the things you can do to show trust, to imply trust. After all, it is really no good to say, “Trust me.” It is much better for someone to come to the conclusion on their own and feel as if they can trust you.
There are several factors. First, congruence. You can’t say one thing, and then do another. That hurts trust. If a little bit of doubt enters into the mind of your prospect or referral partner, that will hurt you in getting referrals.
After congruence comes the feelings of reliability and credibility. How can you build these? We’ll cover that in the next part when discussing getting referrals and referral marketing.