Cred & Lik chart

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The Credibility Process

By Michael Lovas, C.Ht

The first huge “ah ha” for us came when we saw that Credibility is not the result of an event (publishing a book or getting a promotion).  Rather, it is the result of a process. With each step, you increase your Credibility a little more. And, the payoff from building your Credibility is better, more profitable client relationships. That’s the real payoff, because those enhanced relationships result in referrals.

Obviously, in order to achieve that, you have to learn the steps of the Credibility Process, then strategically put each one into action. The more you know about the process, the better prepared you will be to create opportunities to improve your Credibility – and capitalize on them.

Is Credibility Enough?
As we worked on this process, we knew something was missing.  It came to us by accident when we were asked to combine two training programs and speak on "Likeability and Credibility."  We'd always separated them, but when we looked at them in tandem, we had the second huge "ah ha."

We now know that there is a process for Credibility and another for Likeability - and that they run parallel. You can have Credibility without Likeability, and you can have Likeability without Credibility. But, when you have both, you have something really powerful and special. This is the key to what professionals have always wanted - to move to the next level.

Here’s what it looks like:

As you look at those charts, see that they both start with Trust. That means the other person must trust you enough to feel safe in the beginning, safe enough to listen to what you have to say. Trust is the result of some very specific activities.  If you don't know them, you are continually at risk of making  your prospects feel unsafe in your presence.

If your purpose is purely professional, you could actually develop Credibility without ever being liked by the other person. Sales people who have no competition can have that kind of "arrangement" with their clients.  But competition comes to everyone.  On the flip side are people who are likeable, but not necessarily credible.  This is the domain inhabited by sales people who have lots of personality but little expertise.

If having a true and trusting relationship with your clients is important to you, it will be necessary for you to walk parallel lines - to follow the Likeability Process and the Credibility Process. Who would this relate to? Wholesalers, high-trust financial advisors, consultants, leaders and motivators come to mind.

In order to succeed at the Likeability and Credibility processes you must become good at a cluster of psychological skills.  They're not selling skills, and they're not typical communication skills.  But they are skills that facilitate building a relationship.  Although those skills are vital for people who want to reach the top of the game, they are rarely ever taught to people who are not psychotherapists. 

Luckily for you, we're considered experts in them.  Pam and I have devoted more than ten years to learning these skills, and figuring out how to teach them to you so they are relevant to you.

Your Reward. 
Pam and I have been working on our new Credibility & Likeability training program for the past two years.  Before we release it, I would love to see if our appoach still matches your needs and wants.  So, if you'll share a little information with us, we'll give you free access to our Credibility & Likeability teleseminar.  Here's all you have to do:  look at the following 3 questions, then email your answers to us(michael@aboutpeople.com).  That's all.  Do that, and we will give you free access to the program.  All others will pay $89.  Here are the questions:

   1.  What are your top 3 business concerns:

   2.  What are the top 3 things you want to accomplish:

   3.  Where do credibility and likeability fit into your solutions:

 

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