Business Development: Why Trust Is Such A Big Deal

What is the first thing someone does when considering working with you? They look online. And what they are searching for is what others have to say about you – are you a trusting person they should do business with? It’s the seed that feeds every relationship and why, if you are looking to become an expert in your industry, you understand how to sow that seed as quickly and successfully as possible.

Follow-Up, WHAAAT?

How many of us are guilty of not following up on our word? Be honest. It’s not because you’re a “bad” person, but because, quite frankly, this world is damn distracting, and if you don’t have a systemized process for meeting deadlines and keeping track of everything you promise, eventually holes start to appear. Solution? Keep an agenda for notes, an automated reminder system for deadlines, and, if you’re really a stickler for detail, a CRM system to keep track of everything else.

Protecting Your iDentity.

Here’s a juicy nugget: Did you know that testimonials have more impact on your LinkedIn profile than on your website? Consider asking – not for endorsements – but for published recommendations on LinkedIn and other social media sites (Yelp, Avvo, ZocDoc, etc.) that position themselves as an objective third party. It’s also important to position your iDentity in alignment with who you are as a full person offline. Consider adding hobbies, languages, or volunteer experience as ways to show off other sides of your personality.

W.I.F.M Over And Over Again.

The What’s-In-it-For-Me (W.I.F.M) mentality is one that is talked about frequently when it comes to branding and marketing. But how much of your online presence speaks to your own attributes versus the value you bring to your clients? Revisit your marketing collateral – especially the ones that help support your sales process – and think: If I were the client, what would I want to hear? What is important to me? By addressing your clients’ needs first, you’ll be creating trust and establishing yourself as a professional who cares about your customers.

How do you build trust with your clients or prospects? Email the author of this post and let her know at

Deborah A.

Deborah Asseraf is the founder and CEO of Popcorn Productions.

Popcorn Productions works with trusted advisors who rely on referrals as a primary source of revenue. With a full implantation team, Popcorn Productions creates unique experiences aimed at current and past clients to increase referrals, new business and loyalty.