Like, Trust, Listen

Having dealt with entrepreneurs and leaders throughout the world, we’ve gained a few insights that can help entrepreneurs be resilient with their businesses in tough times.

One of the things we’ve learned from communication leaders is that when you are interacting with someone - whether you are pitching your business or just in conversation - is that while people are listening to you, they are also asking themselves three questions.

They might not be aware of it, but thoughts are circling in their brain. The questions are:

1. Do I Like You? Do the things you say resonate with your audience?

2. Do I Trust You? Does your audience understand and relate to you or are they questioning what you say, even researching to make sure you are truthful?

3. Do I want to Keep Listening to You?

Before you start articulating your story - whether you are selling products, services, raising funds or leading organizations - understand that people think about your appearance, the way you speak, the way you present things, the way you deal with things.

Are you likable in that fashion, for that specific group of people you are targeting?

Are the things you are saying trustworthy or questionable? Examples of questionable statements are: “I’m the only one doing this,” “There is no competition,” My competition is just bad.”

While there may be truth to these statements, they raise red flags to the listener. They may question whether they should trust you, do business with you. They also may already have insight into your competition. Lose their trust and they will not listen to what you say next.

BEFORE YOU GO

We see our blogs as opportunities for dialogue. Please share your thoughts as comments.

• Are you coming across as likable, trustworthy, and someone I want to keep listening to?

• What other tools have you used to engage your audience?

• What other insights do you have to keep others engaged in the conversation?