If you read yesterday’s post, you know that we covered covered:

Step number 1: Get attention

Step number 2: Get rapport

Another quick way to look at Rapport…

I wonder if you could swap out the word rapport with like ability.

I wonder if they might have something to do with one another.

Because typically, as the old saying goes, that people do business with the people who they know, like and trust.

And typically if you know somebody and you like them, that tends to create responsiveness, which is the definition that we gave for rapport yesterday from one of my mentors.

So we’ve got,

1…get attention,

2………..get rapport.

And the third step in the formula for Influence is to get credibility.

And this is a really really important step.

And I was actually preparing for this video and I ask myself “What is Credibility?”

I actually looked it up in the dictionary because I wanted to give you a good definition. 

What it says, is ‘the quality of being trusted and believed in.’

There are really two main aspects that we want to be concerned with as Home business professionals or as Home business Entrepreneurs.

The first aspect, is being trusted and believed in as a person.

In other words, can people take our word to the bank or when we say things, or do people sometimes have a tendency to recognize some falsehoods in the words we speak?

I’ve experienced this a little bit in the home business profession, following various leaders early on in my career.

I remember one time, I was following one particular individual.

He was very very talented & he made a lot of money, so he had credibility in the second aspect which we’re going to talk about here in a moment.

So, keep in mind that credibility has two aspects.

1.  Credibility as a person – is what you say trustworthy?

2.  And the second aspect is results.

So this person that I’m referring to had a lot of credibility in results.

He had created a lot of success in his networking career.

He had really done some big things.

He had a lot of credibility there and I followed him quite a bit in my early days in network marketing.

Over time, what I started to notice though is that there’s a fine line between promotion and hype, and outright lying and departing from the truth.

What I started to realize is that some of the things that he was saying were just not true!

Not only that, I started to see where he would join various opportunities because he had good positioning or he got a pay check from the company.

And then when he came to share the opportunity with us, I could see that it was just not coming from a place of truth because he had made his decision based on what was good for him and then he was turning around and trying to influence us.

So, he lost that first part of credibility with me.

That’s something that we don’t think can ever afford to lose.

We always want to speak the truth!

If we say something, we better do it.

Obviously, I’m not perfect.

I’m not a total expert at this stuff, yet.

I’m a student just like you and I’m learning as I go.

Another interesting Story on Credibility..

Not too long ago, I had a deck built behind my house.

And the individual that was building the deck, on several occasions during the process, he promised me he would be there in my house at a certain time.

This happened like 2 or 3 times.

The day came, the time came, no phone call, no text.

He didn’t show up.

One day goes by.

Two days go by.

Third day, I texted him and he said he’ll show up.

This happened several times.

What was interesting about that experience was as I was going through that on the receiving end, my first reaction was, “Hey, I’m getting mad at this guy.”

My second reaction was, “Paul have you done this?

Have you said that you were going to do something and not followed through?”

And unfortunately, that answer to myself was YES.

And then I said, why not use this as a learning experience and say to yourself, ‘How does it feel?’

How does it feel that somebody says they’re going to do something and they don’t do it?

It doesn’t feel very good.

Right?

As I move forward, why not make a decision to be very very careful with my words?

To be very very careful that when I say something, I do it!

Jim Rohn said…

“When you’re dishonest, it’s a form of theft because you’re stealing from another person’s reality.”

You really are stealing from someone else’s reality when you’re trying to create a fictional world in their mind.

So that’s the first part of credibility.

JUST BE HONEST!

The second part of credibility is results.

When we’re wanting to sell somebody on something, one of the things that people ask in their minds is, ‘Who is this guy?’ or ‘Who is this gal?’ and ‘Do they have results?’

Nobody wants to learn how to make money from somebody who is not making money.

 

Snapshots of checks you’ve received or back office images of commission reports can work great for this.

The challenge comes, when you’re new and you’re not making money yet.

What do you do?

When I first got on the internet, one of the first things I did with my videos, is I would show videos of my back office of my down lines and teams that I’d built offline.

We built one team, it was like 600 people here in my local area, completely without the internet, and I had pictures of that.

So when I got on the internet, I would record this video and I would show my down line.

And that’s credibility of results.

That’s proof of results.

How do you do this when you don’t have results?

Well, really, the only way to do it is to become a good promoter of people who do have results.

That’s how you climb the credibility ladder.

You get attention, you get rapport, you get likability, you get that trust, and you get that first part of credibility from your prospects when they know that you’re the kind of person who tells the truth so they can believe what you’re saying.

And then, you get good at promoting your sponsor, someone in your support team or other people in your company that are getting results,

…and you drive your prospects to those other people and you insert your sign up links somewhere in between that process.

When you’re new and when you’re talking to friends and family, you don’t necessarily have credibility so you want to introduce them to someone who does.

That’s step 3 on the Influence Formula.

So we have:

Number 1 – Get attention

Number 2 – Get rapport

And Number 3 – Get credibility  (credibility as an honest person and also credibility from results)

Whenever we’re doing videos or constructing emails, this is really really important stuff to consider. 

The fourth step of the 12 step Influence Formula will be revealed in tomorrow’s blog post.  

You’re going to want to tune in on all of the 12 steps – because when you get these and understand them

… it’s possible you’ll begin to apply them on a deeper level on your business.  

Then, you can notice people in larger larger quantities responding to you in ways that you may not have thought was possible.

What other ways can you think of, to establish credibility?