Because we are skeptical in today’s world, building trust with those we count on for business is critical. The good news is your competition may be part of the vast number of people who are letting poor behaviors that are becoming the norm for this society slip into their business practices. Our work relationships are critical to a long term business strategies. How you interact, communicate with and inform your customers sets the tone of a business relationship. If Costco can drop Coca-Cola products from their store offerings you know relationships are critical to all businesses of all sizes.
1. Negotiate fairly
Costco says they dropped the Coke products because of negotiation practices on pricing (http://bit.ly/4GbPMQ) and that has to be felt by a global player even the size of Coke. Neither side is making any further comments, but what happens in a negotiation? It depends on if both parties are looking for a common middle ground or looking for the overwhelming victory of taking advantage of the situation.
When you negotiate terms with your customer be sure you are being tactful. Be sure you are being open with your reasons for what you are asking for. Be sure you know the lay of the land before starting the discussions.
Negotiating in good faith is a lost art form, find it and restore the trust your client should have in you.
2. Keep commitments
People are so caught up in themselves they forget what keeping a commitment means. In the last two weeks I’ve seen people no-show a business lunch and cancel at the last minute with a clearly BS excuse costing them credibility.
Broken contracts to no-show lunches are an epidemic in the business landscape today. Be the opposite: fulfill the commitments you make to others. I find those people who break commitments with people also break commitments with themselves and that’s not going to help anyone grow or progress.
3. Develop a level of trust
Trust is in scare supply in business these days and the more we watch the news the more we become distrustful. Entire industries are being distrusted because of one organizations egregious misstep. James Arthur Ray’s sham seminar where three people died in a sweat lodge has created distrust throughout my industry. All of us have to recover from the perception all of us are snake oil salesmen.
Trust is earned daily and individually. Going for the close on first meeting is a sure way to have alarm bells ringing every time you walk into the room. Build relationships by making sure the basics are consistent. Negotiating fairly, keeping commitments and developing a level of trust are nothing new, but they seem to be in short supply.
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