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In my previous instalment, How to Establish Your Credibility Before Even Meeting Someone, we looked at three strategies any professional can employ that will boost their credibility in the eyes of potential clients.
To recap, they were:
In this post, we turn our attention to what you can do to build your credibility in person, i.e. when you meet someone, whether they be a potential client or even a senior stakeholder in your organisation.
I have three suggestions:
Before you've even opened your mouth to speak, the other person is making value judgements about you and your credibility. It's a natural thing we humans do and of course, it's based first on what we see.
If you don't look credible then what you say will be undermined. If you do look credible then what you say is received more openly and with less suspicion. There needs to be a congruence between how you come across and the relationship and service you offer.
So what tends to look credible for most professional settings?
Dress appropriately to the situation. If you think your prospect would be more comfortable with a suit and tie, wear one. If you think they're slightly more smart casual, match it. My advice is, dress in such a way that it isn't a problem for the other person.
Convey good, upright posture because there's something about people who slouch or fidget. Without being artificially ramrod-straight, sit up in such as way that it looks like you're keen and interested. They will then assume you are!
Show some energy. We equate energy with positivity and enthusiasm. Again, too much is dominating and even false and too little comes across as disengaged. Think about what you'd expect to see in someone you were going to hire. And speak with a bit more firmness in your voice. It carries more authority.
The professional who can demonstrate that they genuinely understand what the client is facing, both on a technical and emotional level, is streets ahead of the one who can only talk solutions. That's because as humans we're looking for empathy for our situation, even in complex commercial ones.
You can show this kind of understanding by simply articulating how people like the prospect in question typically feel. For example, "From my experience, Bill, most people in your situation find it immensely frustrating to deal with the shifting goalposts. Is that true for you too?"
This shows them that you genuinely understand. They need this assurance before they need to hear your recommendations.
To add to this last point, you should outline a story that shows you have been there before, took action and helped the client get a great outcome. In other words, a track record story.
You might say, "Bill, about a month ago I was approached by a client who also had a complex situation they need sorting out. They were pretty bamboozled by it all. (Shows similarity) What I did was map out onto a large board all the issues they needed to resolve, and then gave them a simple plan to follow. (Shows expertise) As a result, he managed to put everything to bed with as little cost as possible." (Shows results)
What this does is show (a) the person sitting in front of you isn't the first one you've helped, (b) you know what they're facing and were able to practically help, and (c) you help get results.
All that brings assurance to your prospect, and builds your credibility in their mind.
You can build your credibility in person with people, by:
And, if you add that to the three strategies for building credibility before you even meet someone, then you're on to a winner.
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