One of the oldest and wisest principals of business is the importance of establishing and maintaining one's credibility with customers, co-workers, financial backers and others. Here are six important ways to build your believability:
1: Be sincere and real about who you are.
It's been a long time since people were impressed by fancy titles or high-profile company names. People will respect you a lot more if you come across as a genuine personality instead of a pre-programmed corporate mouthpiece. Once you start to act like someone you're not, people will pick up on it and you will lose your credibility. Above all else, be genuine and true to who you really are, even if it means dropping all the phony-baloney smoothness.
2: Understand the true value of what you have to offer.
Once you truly understand the worth of your company's services and products, you will not hesitate to openly discuss their strengths - and weaknesses. And you'll stop giving in to the unrealistic demands of customers. You will find yourself much more inclined to adhere to your company's procedures and policies, and you'll be better able to explain why they make sense. Your confidence about what you have to offer will actually contribute to your credibility.
3: Develop perspective based on study and analysis.
Adding thought provoking insight to any discussion will immediately generate credibility. A deep understanding of your firm occurs from learning everything you can, including the role the firm plays within its industry, and its customer base. You can widen your understanding by developing several different contacts within your customer's firm, which leads to different perspectives. Don't forget that even the sharpest CEO does not always know everything. As an outside observer you will bring new insight to old concerns.
4: Be a good listener and respond concisely.
Those who possess credibility don't have to flaunt it constantly. Shooting off planned answers screams insincerity and insecurity. So when a customer is talking - give your undivided attention and be sure to take a moment to think about what they said. Then make a comment, or ask another question, or tell a quick anecdote to make a point and move things along.
5: Never use "Sales Language."
Once you start to sound like you're selling something your customers will quickly put you into the talking-head category and tune you out. Remember that whenever you're communicating with customers be sure to delete anything that smacks of sales-pitch. And whatever you do, don't make claims that can't be verified. Also stay away from marketing jargon like "synergy" and "best of breed". Just simply describe how your company's offerings will enhance your customer's life.
6: Be a means to an end rather than the star of the show.
Credibility is generated not by acting like a star or hero, it comes from your ability to comprehend problems and offer solutions. Simple as that. Even those customers with a lot of requirements just want a clear understanding of what's needed and how to meet those needs. This lets your customer be the star while you get all the credibility.
