Last year I attended the Society for Human Resources Management (SHRM) 2013 Annual Conference and Exposition in Chicago. Over 15,100 people in attendance. Extraordinary keynoters like Blake Mycoskie and Dan Pink. Content-rich breakout sessions. (With any luck, attendees thought the breakout that Gary Jones and I co-led was one of them.) Throughout it all, to my dismay, there was a whole lotta tweetin’ going on.
The bottom line: Demonstrating that you are a trustworthy small business starts long before you land the job and continues long after the job is done. It also requires seven key practices, all with “big” mindsets behind them. Which practice are you most inspired to put in place, starting now?
In Part 1 of Four Essential Factors for Building Trust with Sophisticated Buyers, I suggested that even though trust-based selling is far from formulaic, it helps to approach it with a formula in your back pocket: the trust equation.