In some research that we conducted a couple of years ago one of the main findings was how business owners build trust. The key factors are "do I like them?" together with ability, and reliability. They have a range of strategies that they use to check out these factors in some depth over a period of time while building that all important trust. For instance they may well want to see you at work!
This can pose a problem in business networking. The network is your route to market so you need to have a strategy for sharing your expertise with someone unlikely to be your customer so that they get some experience of what you do.
You might do this in 121 sessions, public speaking, a 'free' consultation, a report, a blog or other ways appropriate for what you do.
Good Networking!
Dave Clarke
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