Innovation Culture Institute LLC

01/28/2025

Trust is the backbone of every transaction. Discover why customers are willing to pay a premium for trust in our latest blog post! Read more: https://wix.to/6R1RBuh

Why trust and price go hand in hand: how our beliefs about value shape what we’re willing to pay—and why trust is always worth the premium.

11/10/2024

08/01/2023

In 2020, I gave a speech at the Meeting Professionals International (MPI) annual conference. When I prepared for that, I found a few interesting things: one, I found a CNBC article that, based on a survey, found that the 6th most stressful job in America is an event coordinator. Two, I conducted my own survey and asked what is the biggest concern for event planners. At the top place, with a significant distance from the second place, was “dependency on other people.”

Think about an event planner. Planning an event for 5,000 people (I spoke at events like that). The speaker doesn’t show up. Or delivers less than the 5,000 participants expected, and they keep talking about how the keynote speaker bombed. Do you want to be that event planner?

Event planners have to trust the speakers. How can we, professional speakers, help them trust us? That’s what I will cover in this episode.

Want to hear the full episode? Here's the link: https://podcasts.apple.com/us/podcast/s10e5-building-trust-in-the-spotlight-how-to-become/id1569249060?i=1000623043744

07/20/2023

is important at work. It is even more important when working remotely. Unfortunately, when working remotely, trust is harder to build and maintain.

For example, how do you know if your employees are really working? Especially now, when according to Gallup, 18% of your employees are "loud quitting" while 59% of your employees are "quiet quitting" (you know, when they retired but didn't tell anyone yet and keep showing up to work and collecting salaries...). It's hard to know when they are at the office, let alone when they work from home.

So, what do you do? You can install software on their computers to track their activities (because, obviously, they work only when they type something on their computer... that was sarcasm, by the way...). There is software that will even track the movements of their computer mouse!

Of course, once you install that software, it doesn't take long for employees to find on YouTube how to build a device that will automatically move your mouse with Lego, or a 3D printer. Heck, you can even buy devices, and even phone apps that will cause the mouse to think it is moving.

All just to overcome the software installed on your computer to track if your employees are working...

Well, my answer to that is simple. If you have to monitor that your remote employees are really working, you have the wrong employees. Hire employees you can trust, and then trust them! It's that simple.

By the way, I'm NOT a big fan of setting performance goals. If you measure productivity based on performance goals, employees will tend to build a buffer and aim low with their goals. If you set them too high, and they are not met, we will get used to goals not being met. Again, the answer is simple: hire employees you can trust, and then trust them.

Obviously, there is a lot more to maintaining trust in remote and hybrid work environments. Read this article, published by HR.com.

07/18/2023

Are you a procrastinator?
I am. And I wear it as a badge of honor!

If you google the word or look for books on the topic, you will find countless books, articles, and posts on why procrastination is bad. You'll find articles and books about how not to do it, how to stop it, and even how to cure it as if it's a disease!...

Are you tired of being told that being a procrastinator is bad?

Well, when you procrastinate--
⌚ You have time to generate new ideas
⌚ You get to ask more people for their opinions
⌚ Ideas get to incubate in your head longer
⌚ Things change, and your deliverable reflects the latest
⌚ you get access to new information that didn't exist before
⌚ Projects get canceled or delayed

So, it's not all bad to be a procrastinator!

But there's a problem, still...

You see, is relative. The same behavior that would cause one person to trust you could cause another person to distrust you.

Non-procrastinators don't trust procrastinators. They're worried that the procrastinators will not finish their work on time or with the desired quality, and they (the non-procrastinators) will have to do the procrastinator's part themselves... They get stressed over the looking deadlines. And more.

So, if you are a procrastinator, can you be trusted by non-procrastinators?

Yes! Listen to this podcast episode to learn how: https://lnkd.in/gX7TUjik

07/11/2023

Too often, I see salespeople trying to compete on price.
In one of my surveys, when I asked people what is the most important quality for them in a salesperson trying to sell them something, in 77.6% of the time, the answer was .

Let me be clear, I'm not saying that they believe salespeople are trustworthy. They just value trustworthiness as the most important quality for them in .

So, I conducted another study in which I wanted to see what kind of premium can the salesperson's trustworthiness bring, if at all. What I found was that, on average, people were willing to pay 29.6% higher price for the same product or service if they are being offered by a trustworthy .

So, I decided to apply my relative trust model to salespeople in one of my books but also provided the top 7 tips right here.

You can also listen to it in my latest podcast episode: https://lnkd.in/gDStPTV8




Trust Habits Institute

07/08/2023

If there is one shift in how we work that resulted from the COVID pandemic, it’s that we embraced the possibility of working remotely or hybrid, where some work is done remotely and some at the office. The first question that comes to mind is what remote or hybrid work does to productivity.

06/29/2023

People become your customers when they believe they get more value than the price you are asking for. They become loyal customers when they realize it's true.

They become loyal customers because they you. And when they do--they post positive reviews, they buy again, and they recommend your products or services. There is nothing more powerful than that.

Sell on trust and not on price.

06/20/2023

Body language, or non-verbal communication, plays a major role in building trust. That’s why the component of intimacy accelerates positivity. As long as our body language is consistent with the words we use, people trust us. On the opposite side, as Albert Mehrabian said in his 1971 book Silent M...

06/13/2023

My framework for Trust Habits® includes the 8 laws of trust and the 6-component relative trust model. But from them, there are 7 insights about trust, which are shared in some detail here in this episode. Those are: (1) Trust turns a group of creative and productive individuals into a creative and ...

06/06/2023

Do you want to be trusted by everyone? Do you think you CAN be trusted by everyone? If so, I’ve got some bad news for you. You won’t. Trust is relative. The same behaviors that would cause one person to trust you could cause another person to distrust you. In one of my surveys, I found that one ...

06/01/2023

💢 Motivation, Habits, and TRUST [The Trust Show S9E8] - https://mailchi.mp/b20dee8d69d4/the-trust-weekly-newsletter-2023-06-01