In my Growth Plan Course, every section has a discussion question, where someone left a comment saying…
So I shared it with Instagram and offered a few pieces of advice which included this (this is the first page of my journal from when I was first starting MEB and had just gotten my real estate license)…Lack of credibility is only temporary. Click To Tweet
And man oh man, the feedback from that one post was insane.
I don’t think I’ve ever gotten so many replies on a story before… which lead me to realize that this is something that a TON of young professionals deal with so I did a poll asking if they wanted a blog post about how to deal with imposter syndrome or about how to gain credibility.
… and here we are, so let’s get down to business.
Let’s be real… Having credibility is awesome.
When you have credibility, you spend less time selling yourself and more time helping people because they have less questions and less objections.Having credibility means spending less time selling yourself and more time helping people. Click To Tweet
To build credibility, you have to understand how the mind works and then use that to your advantage by refining your messaging, marketing and follow ups.
Remember, a good plan violently executed now is better than a perfect plan next week…
So think of this post as a the graduate version of allll the other networking posts on the blog.
Before you work on this, you should be comfortable with your ask, meeting people, following up and going on your one on ones…
This is just extra credit.
If all of that sounds like gibberish, start here:
That post was all about the actual system for following-up with people after you meet them…
Once you’ve gotten the hang of following up and you’re ready to refine your messaging to get BETTER results, this is the post for you.
Regardless of how you keep up with your network or how you built it – a blogger building her network (email list), a realtor building their farm, etc — you need to earn credibility with your network before you can monetize it so the same rules apply….
So first things first, our job is to focus on being the solution to their problems.
When we are that for them, we become their go-to resource.
You know when someone’s like “I have a guy (or girl) for that”?
Yup, that’s what we’re shooting for… Which leads us to:
Be Their Google
First and foremost, credibility is fluid.
That means even though you’re a boss and the master at your craft, if you’re not constantly reminding them of it (in a non-salesy, non-arrogant way), then you’ll start to hear, “are you still doing that?”, “I referred my friend to [insert competitor here] because I didn’t know you were still in it”, “I totally forgot that you do ___”.
When someone has a question about your industry (product, service, whatever), YOU want to be the resource they come to… Not Google.
You want them to ask YOU first…
So how do you do become that?
Answer their questions before they even ask them.
Essentially what we’re talking about is content marketing.
That’s just a fancy word for creating a ton of value.
In today’s ultra competitive world, you HAVE to be a resource before someone is willing to work with you… You have to be top of mind alllll the time in order to get their business.
You have to give them enough information to help them come to their own conclusion that you’re the best solution for their problem.
… and to do that, you have to show your expertise.
That means creating content that answers those questions.
I know I know, you’re super busy and you don’t have time to do that.
Yes you do.
How many of your clients ask the same questions and how many of your clients have the same objections?
Probably most of them.
If you really think about it… Your clients, community, whatever, have the same 5-10 questions and objections to whatever your product or service is (even though they might be asking them in different ways).
Go write a detailed blog post or record a video that explains the answer to their question or handles their objection in detail.
Next time someone asks you that or gives you that objection handler, your response will be, “[summarize the answer]. If you want to know more, I wrote a whole article (or recorded a whole video) for just that.”
Talk about blowing their mind… You’re the expert they never knew they needed.
Not to mention, most people get stuck in limbo because they don’t have enough information to make a decision… So they don’t make one. By giving them the information they need to feel comfortable to make a decision, you’ll convert your leads faster.
Here’s the trick to answering mind blowingly helpful answers: Assume they know nothing but don’t make them feel stupid for not knowing.Assume your audience knows nothing but don't make them feel stupid for not knowing. Click To Tweet
When you’ve been in your industry for awhile, it’s easy to forget how much you know about it and how little other people know about it…
That’s called the curse of knowledge… Once we learn something, we forget what it’s like NOT to know that thing.
So by assuming your audience knows nothing, you can really discover your inner teacher and help them understand your field without making them feel stupid.
For example, let’s say you’re a personal trainer and your audience is former high school and college athletes who got busy with life and are now trying to get back on the fit wagon.
What questions or challenges would they have?
Firstly, understanding how habits work and how long it’ll take them to get back into routine is something they probably want to know. They might think to ask that but it’s something that you know most people struggle with.
So when someone comes to you complaining like, “I’m trying to get back into it, I just can’t find the time/motiviation to do it”, BAM! You have the helpful answer they didn’t even know they needed.
Be their solution.
They probably want to know about how muscle memory works and how long it’ll take them to start seeing results again, too.
Oh, since they were former athletes, they probably have old injuries… So how do you work out without re-injuring yourself? There’s like 10 posts right there… You could offer a few workout suggestions for each of the major injuries for recovery and how to train around those injuries. Maybe they have bad knees but still want to workout their quads and definitely need to do cardio… What suggestions do you have for that?
What about meal prepping? If they’ve fallen off the wagon, they probably got busy and don’t think they have time for eating clean and working out… How can you help them start doing those without cutting into their regular routines and help them save time?
As a professional, you know WAY MORE than you realize and when you package it in a way that’s solving the pain points of your target audience, you my friend, are their one and only resource…. and that’s how you get the business.
… and the easiest way to do that is to answer their questions in a way that’s engaging, caters to them (your target audience) and gets them to go “yea, that’s me! I totally relate to that…. I need to work with you!”
Every time a client or lead has a question, answer it in a format that can be shared again later on (video, blog, etc.)
Not only does this make you look like a superhero, it’s also INCREDIBLY time efficient because when people ask you about it in the future, you just have to send them back to the article and send it to them rather than re-answering the question every time.
People do business with people they know, like and trust…People do business with people they know, like and trust. Click To Tweet
If you’re constantly branding yourself and your messaging is clear and consistent, they get to know you and like you.
When you’re their Google, they learn to trust you.
… and when you’re all three for them, they do business with you.
So how do you go about doing that?
I wrote an entireeee blog post about how to steal mindshare with new people you meet right here: