There’s all kinds of literature out there that talks about the impact trust has on entrepreneurs and their businesses. The more people trust you, the more likely they are to do business with you. Sounds easy, but as most of us know, trust can be hard to build and even harder to regain once it’s lost. If you’re thinking about how you can ensure that you’re building trust with your customers and partners, focus on these three factors:
[Note: If you would like to read my full research paper on this topic, with citations included, please click here.]
Trust = Benevolence + Integrity + Ability
Some of the most respected researchers in leadership have identified three important factors in developing trust with others: perceived benevolence, integrity, and ability. Note the word perceived. Trust from others doesn’t depend on how well-meaning, honest, and competent you think you are. It depends on how well-meaning, honest, and competent they think you are.
Benevolence – Defined as: “well meaning and kindly.” Benevolence is present when others feel like you have their best interests in mind, when they feel like you mean well and don’t have a hidden agenda.
Integrity – Defined as: “the quality of being honest and having strong moral principles; moral uprightness.” Integrity exists when a person acts in accordance with his or her beliefs and values, and when a person does what they say they’ll do.
Ability – Defined as: “possession of the means or skill to do something.” Ability is what allows you to do what you say you’ll do. Ability is a requirement for getting things done. Understanding your own abilities and promising accordingly is important in maintaining the trust of others.
The combination of these three characteristics is a perfect catalyst for building trust with others, and trust is one of the most important factors in gaining life-long customers and a dedicated team. In the research paper linked above, I looked at multiple studies that show how important trust is for encouraging people to share in your vision. A shared vision is at the core of successful relationships with both your customers and your team. When your vision is clear and when you, as a leader, are trusted, magic happens. Customers recognize your value and share it with others. Your partners work hard to push the common mission forward. All things work together in unison, and creative businesses thrive.
Think about how your customers and partners perceive you. You’ll have to ask them, and try picking up on social clues that can give you insight to the way you are viewed. Then think about how you can increase your benevolence, integrity, and ability. Oftentimes, just being aware of these characteristics can help you to improve them. How can you work toward increased trust between yourself and those who make your artrepreneurial success possible?
This week’s blog posts have been centered around integrity, relationships, and trust for a reason. Emotion is so deeply tied to the way business is done, that a successful artrepreneur must visit these topics in order to find the success they know they can accomplish. As you work on becoming a better leader for your art-based business, you’re gaining lifelong benefits that you’ll come to be grateful for down the road. Don’t worry, we’ll get back to the more technical side of building your creative business in the next few articles, so stay tuned!
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