Using a popular dating sequence as a model to work from, the process might begin by accepting a safe invitation to a movie. Following the success of that single gambit, you might suggest a trip to the hamburger stand or ice cream parlor. Good vibes? An intimate dinner might be the logical next step in the process, followed by a little “Texas Two-Stepping or some fancy “Boot-Scooting.”
If all this posturing unfolds as planned, marriage just might be in the cards—followed by children, and a retirement home in Boca Del Boca as the relationship runs full circle.
The result of a simple box of popcorn and a flick on Friday night ends with two fossils rocking gingerly on the front porch in two matching, white rocking chairs with wicker seats and a squeaky wrung or two purchased fifty years ago at Cracker Barrel. (Who knew?)
This logical sequence reminds us that earning one’s trust takes time.
It works in the dating game, and it works in the business game. I know this is not what you want to hear, but there is simply too much “noise” in the world today for people to jump into relationships that involve a significant amount of money, time, and effort. Time is what it takes, coupled with a great deal of focused effort. The sooner you begin, the sooner the clock starts ticking. There is no question about it. Your business-building activities will take time. Believe it. Trust takes time. Your eventual success will also take time.
This reminds me of yet another question I like to ask audience members: When is the best time to grow a tree?
Some say spring. Others think fall is the ideal season for horticulturists to do their thing. Summer gets a few votes. And winter usually comes up empty. All wrong. “The best time to grow a tree” I remind them, “was twenty years ago.”
If you tossed a few seeds on the ground a couple of decades ago, watered them on occasion, and tossed a little fertilizer their way for good measure, you would have some major league shade today along with a few leaves to rake annually to show for your labors.
More to the point, the best time to begin building trust with qualified prospects was long before today. That being said, the next best time is today—right now, this instant.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
