Gaining Trust From Global Leaders

Image from Unsplash by Alex Shute

By now most of you know that for the last 30 years I’ve been in the business space — starting, growing, consulting, and advising at every level from entrepreneurs with a startup idea, to Presidents or Governors on policy and program development for their local communities.

People always ask what I say to make sure the conversations stay real.

I have blogged about being called “the reality check in the room,” because you need to make sure you are speaking about what is happening on the ground.

Having taken time to reflect, several key phrases that help me build trust and bridges and allowed me to share ideas that might not have gone further without the use of this specific terminology. Before I suggest something, I might say:

1. “You may have already thought about this…”

2. “You may have already tried this…”

3. “You probably have thought about something like this…”

These three phrases, I’ve used repeatedly that have allowed me to give the other person the benefit of the doubt — that they might have thought about it and whether it’s a good or bad idea, at least they may feel they own it.

With them owning the idea, I am then able to take it to the next level and push it further.

Many times, people come back and say things like:

I really never thought about that!

I would like to entertain that idea!

That’s a really great idea! Can we explore it?

Can you tell me more of what you mean?

What I’ve discovered through this process is that creating a safe space for people to beat it up or own it, allows me as an advisor to make an impact to push back, or push forward, those concepts based on the reaction they might have.

I’ve been able to implement many programs over and over, in multiple countries. It’s not because I know better than anyone else, it’s because I’m the one who asks questions to better understand what needs to be accomplished. This allows me to dig through my experience in a variety of settings, industries, and communities, to be able to share those experiences.

That, in turn, allows my partners to have real results, real fast, with real people in their local communities.

When you’re dealing with customers, partners, potential clients, or employees, what terminology can you use to allow them to feel empowered and that it’s something they can own or do or support?

By asking the question or stating You may have already thought about this or something like it, I eliminate the concept of me attempting to impose something on them, and opens the space for healthy conversations about what work needs to be done.

BEFORE YOU GO

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

1. What questions can you ask to better understand what people have considered?

2. What can you reflect on before you ask another question?

3. What other tools have you used to challenge and support the people you work with/for?

_____

Faris Alami is Founder and CEO of International Strategic Management, Inc. (ISM). He works internationally, presenting Exploring Entrepreneurship Workshops and other entrepreneurial ecosystem — related ventures.