""Copyright 2006 by Donald Hodor. All rights reserved."
What is belief? How do I get people to believe in me? How do I get people to believe in my p
Just published and now available. "Three Words to Live By, The EXCITEMENT, BELIEF, CONTROL FACTOR ! Call 724-873-7777
roduct? My service? My company? My friends? My relationships? Etc.
The action of belief ties in closely with trust. What we are really asking is, "Do I trust you? Do I trust your claims? Do I trust your product will work?” And most importantly, “Do I trust that you, your product and service will work for me?”
One of the simplest ways to explain this is with a weight-loss product. As we watch the commercial we are asking . . . Do I believe he or she really lost that weight? Do I believe the product will work for me? Do I believe I have the discipline to perform the task, i.e. take the pill, drink the mix, do the exercises? Do I believe in the person and product? Do I believe in myself that I will follow through? You can see how belief (trust) transfers from the messenger (salesman) to the product (pill or exercise) to the person (you).
The easiest way to project belief? Look and act the part. That means a sharp dress code, good grooming, clean automobile, talk clearly with good eye contact. Be genuine and sincere. If you are selling a weight loss product/service, you better be loosing weight!
Look at the following pictures below. Do I believe? Do I trust? Why or why not?
We generally trust "name recognition" That's why so much is spent on advertising.
We general trust conservatively dressed people.
We generally trust easily recognized symbols.
We generally trust people who work in established offices in quality buildings.
Think about meeting a banker who is dressed in shorts and T-shirt standing in a mobile home versus a banker who is wearing a suit and tie in a brick office building. Which would you trust with your money?
These are just a few of the images we notice and how they relate to belief and trust.
Belief as an action: It all starts with the first meeting. Was he/she on time? Did they remember details about me? Did they remember my name? Did they remember our past conversations? Did they remember what I came here for?
Belief in action: It continues with the second meeting: Did they follow up with their promise to deliver?
The test: He said, “I'll bring donuts.” Did he?
The test: He said, “I'll bring you that article we talked about.” Did he?
We start with the little promises and use them as building blocks in building belief and trust.
Test: Respect: Other indicators… how do they treat others in subordinate positions, i.e., the waiter, door man, bell hop, cab driver? Respect for others ties in closely with trust, honesty, and belief. The two traits are closely related.
Testimonies: What is the top priority tool used to project belief? Simply, "third-party testimonies". Always have a customer list. Customer endorsements. A list of customers they can call to check. Ask how they feel about about your company, attitude, product or service. Have I delivered? On a social level, refering to existing friends or acquaintances works well.
Titles: We generally trust people with titles . . . president, vice-president, treasurer, officer. But beware… who appointed the title? Was it a group, club members, corporate management, or was the title self-appointed?
Awards: We generally believe in awards. First place, best sales, best quality, largest dealer, top salesman. But beware… who gave the award? Was it a group, club members, peer organizations, chamber of commerce, or was the award self-given?
Just a comment on automobiles. Many will say, "I won't drive a luxury car.” It's a turn off. Your friend, associate or client may not like a luxury car because they are envious, see the expense or feel intimidated. But… they do respect what it represents. You can neutralize the effect by picking a color such as navy blue, white or burgundy. Beware: Black can send a message of distrust. If you can't afford a new luxury car, pick something that is 3-5 years old and make sure it is clean, shiny and well kept. For special occasions, consider renting a car.
We generally trust "name recognition" That's why so much is spent on advertising.
We general trust conservatively dressed people.
We generally trust easily recognized symbols.
We generally trust people who work in established looking offices in quality buildings.
Think about meeting a banker who is dressed in shorts and T shirt standing in a mobile home verses a banker who is wearing a suit and tie in a brick office building. Which would you trust with your money?
These are just a few of the images we notice and how they relate to belief and trust.
Lets click on step 3 CONTROL
Don Hodor, creator of the "EXCITEMENT, BELIEF CONTROL" Factor conducts seminars for corporations & groups. He also conducts private sessions and counseling. His formula can be used for development of careers, personal growth, corporate growth and product/service growth. Don's formula works with people, products and services.
Inquiry about training sessions in Fort Lauderdale on Free Enterprise, a 63 Ft. Viking motor yacht. This makes an excellent retreat for sales and management teams. Don also conducts "onsite" training sessions as well.
For more detailed information or questions
Don@southpointe.net or call 724-873-7777
