In This Issue
This Persuasion Matters free newsletter provides valuable insights helping you hear “Yes!” more often.
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Mark Rodgers’ 7 Tips for Killer Credibility
How to establish, improve, repair, and leverage credibility
- Dress better. Let’s face it: We are in the image business. If you want to be taken seriously, you should dress for success. You don’t need to go all ZZ Top (“Silk suit, black tie”), but you should be clean, neat, well kempt with shoes shined, and your clothes should fit well.
- Speak better. The occasional colloquialism is OK, but if that’s all that comes out of your mouth, you could find yourself up for a role in the next season of Swamp People.
- Know your stuff. Credibility starts with competency. Don’t be so fragile that you can’t admit to not knowing something. Learn as much as you can from every verbal exchange. In my last book, Accelerate the Sale, I asked executives about their greatest sale. The most frequent response I received? “My wife agreed to marry me.” And after speaking with them, I concurred. (Kidding.) But the one that left the biggest impression on me was the guy who said, “My next one. Because I’ll know more, be able to do more and be able to help them more.” That’s a big idea.
- Admit when you’ve erred. We all do it. I remember in 1983, when I made a mistake. (I make them daily; that’s just the one I remember.) When you make a mistake, simply say, “I made a mistake. I’m sorry.” Then move on. You should prepare for these inevitable events by having language at the ready. My favorite is, “I’m sorry. How silly of me. I must be having senior moments already.”
- Channel Johnny Carson. While we’re at it, here is some additional language I like. Johnny Carson is one of my all-time favorite American entertainers. One of the best. When a guest would mention a current event or piece of knowledge outside of Johnny’s realm, he didn’t try to take over the conversation or “one up” the guest. He simply said, “I did not know that.” That’s what I say now. You should, too.
- Practice convergent validity. Want to have killer credibility? Make sure you have the right information. Check with three different sources to get their take on a given situation (you’d be shocked at how they vary). By doing this, you’ll expand your network of contacts, get a better sense of the situation and make better decisions. And that will make you more credible.
- Guard it. Your credibility is a precious commodity. Protect it with all you’ve got. My all-time favorite baseball player is Joe DiMaggio. (I have a lot of favorites in this newsletter.) Later in his career, while playing injured, he still went all out. When a teammate said to him, “Hey Joe, you’re hurt, take it a little easy,” Joe replied, “I can’t. There might be someone in the stands seeing me for the first time and I don’t want to let them down.” Not a bad mindset.
For more on credibility, watch my videos: Click here for a link to the videos
Helping you hear “Yes!” more often
Helping others understand why your way is best.