No one disagrees on the value of generating trust. Less obvious though are the benefits of trust. Here’s a quick list I’ve pulled together over the years.
The more a client, friend, colleague (or fill in the blank) trusts you, the more they will:
- Reach out to you for advice
- Be inclined to accept and act on your recommendations
- Bring you in on more advanced, complex and strategic issues
- Reward you with more business (and repeat business)
- Share more information with you, which in turns, helps you to improve the quality of service you provide others
- Pay your bills on time and without question
- Introduce you to colleagues, team members, business acquaintances, their friends, and other key people to build your network
- Lower the level of stress in your interactions, if not minimise future potential conflicts
- Give you the benefit of the doubt
- Forgive you when you make a mistake
- Protect you when you need it … even from their own organisation
- Warn you of dangers that you might avoid
- Be comfortable and allow you to be comfortable
- Involve you early on when issues begin to form, rather than later in the process
- Trust your instincts and judgments, including those about other people
And perhaps most of all, respect you … if not, you will feel more confident about yourself and your work.
If the topic of trust is of interest to you, please look into the book The Trusted Advisor, written by David Maister, Charles Green and Robert Galford. It’s one of the few business books I keep in my bookcase, and franky I’m a fan of any book written by Maister in general.
Any other benefits of trust to add? Please contribute to the Comments below.