Trust leads to revenue. Trust takes Time.

OK, so I think I’ve got your attention.  Well, in fact, if you’re reading this you’ve already proven the validity of the next step the principles of ATM.

How many times have you sat at your computer with the intention of doing one thing and found yourself doing something else? It happens to a lot of people, in fact, companies like Facebook, LinkedIn, Google and the like BANK on the fact that you will do just that.

It seems that we’ve moved into a new age of communication.  There was a time when we were in the information age, when we were hungry for access to information and the new ‘information superhighway’ (as the internet was called back then) was the place were everyone wanted to get a fast track to the fast lane.  As the old saying goes

“Be careful what you wish for, because you just might get it.”

Now, as my coach Scott Smith has noted, we’re in the age of ‘information overload’.  If you think about it, we’ve taken a very distinct change from getting information on everything to only wanting information on what we want, when we want it and in clear, distilled, limited to 140 characters, up to the second information.

I say all of that to say this….

Once you have the attention of your potential client, customer or partner you want to create a way for them to spend time with you.  This can be in the form of the written, spoken or presented word.  In my V3E strategy, I stress the importance of shaping your message so that it is aligned with your values and vision for yourself and your partners.  Regardless, the way to build trust and relationship is to create and master ways to spent time with the people you want to work with.   Ideally, you should have a product staircase or product matrix that you can clearly map out the pathway for your customers.  The product staircase is a way to let your customers take steady steps from product to product as they learn more about you, trust you, and decide if YOU are the one to solve their problem e.g.

Attention:  0 – 10 seconds

  • Your headlines
  • Your Logo
  • Your tagline

Time:  10 seconds – 30 minutes

(in order of typical duration)

  • Your tweets
  • Your audio blog (audioboo)
  • Your podcast
  • Your Facebook or LinkedIn messages
  • Your blog
  • Your videos
  • Your webinars

These are just a few examples and ideas that are progressively longer and longer and provide an opportunity for people to hear what you have to say, the value you have to offer and learn to trust you.  And what is a clear indication that they find value in what you have to offer? Well, that’s for the last step

Puzzle me this, puzzle me that….

Take a look at your favourite brand or product and consider the path that you took from first giving them your attention and then your time.  Consider the other pathways that they have created to allow you and other customers to spend time with them.

Do you have a product staircase or matrix? If you do, then what do you have in place to ensure that the steps are easy and comfortable transitions based upon the services that you offer.  If you don’t, then consider checking out the product staircase strategy at www.thebusinesswealthclub.co.uk to visit your nearest club (if you are in the UK).

The staircase is the structure, V3E shapes the content. The next step is the step that keeps you in business.