THE PRESENTATION THAT BUILDS TRUST Building trust Set

THE PRESENTATION THAT BUILDS TRUST

Building trust Set expectations Its all about execution (do what you say) Present the good and the bad Be able to justify your work

How to prepare such presentation? Analyze the audience risk (evaluate audience risk in accepting the presenter’s proposal) Anticipate the trust level Create moments of trust People trust what is familiar (If you get your audience to understand what you are proposing in the presentation with which they are already familiar and comfortable, you can earn a moment of trust) � People trust what they understand (If you can remove confusions of your audience, you can create a moment of trust) � People trust what seems objective (testimony against interest makes story legitimate and builds audience confidence in you) �

Example Payer began scripting a documentary on the life of Ford Motor company founder- Henry Ford. He found conflicting facts about Ford’s life. � History recalls Ford as a man violently opposed to the labor movement. � But Payer was surprised to find a survey of Americans taken at the time that chose Ford as the third greatest man that had ever lived behind only Jesus and Napoleon. � Payer scripted the story to include both sides. � This made presentation stronger

How to prepare such presentation? � People trust feels real (Make your description very tangible and real) � People trust what they personally experience � People trust what can be proven � People trust what is guaranteed

How to deliver presentation? trust building Make a good first impression Dress like your audience Speak in audience’s language (Field specific terms) Prove your trustworthiness � Avoid talking about competitor � You have experience in their industry � You do not waste our time Do not expect great reception Watch your self interest (When it shows up, can badly undermine all the other elements of trust that you worked so hard to establish)

Galford’s Trust Formula Credibility + Reliability + Intimacy = Trust