Relationships are often based on trust. In some cultures, mutual trust is of utmost importance, to the extent of even economic loss in the short term. For instance, generally Japanese companies look for mutual trust and put relationships at the forefront of financial matters. Whereas financial numbers are very important, however, they would like to do business joint ventures and partnerships based on compatible relationships. In other cultures, relationships, especially commercial ones develop mostly through economics of the projects.
The question, however, remains what is trust based on?
It is based on performance vis-a-vis expectations. I ask you to do a certain thing and you over-deliver to the extent that I am impressed. The very moment I nurture some more trust on you. So, it would not impress me to the similar extent if you really performed exactly the same task the same way but my expectations were aligned higher there. People love positive surprises, it just sends in an adrenaline rush through the brain that amplifies excitement and happiness together.
How do you make the most out of this simple human psychology? You can benefit out of it by under-committing and over-delivering. This is a daunting task and might look foolish to the short-sighted, but this is the only sure-shot approach to succeeding. Going an extra mile all the time assures competence, professionalism, enthusiasm, drive and commitment all at the same time. So, in the longer term view, such people are sought after – and as per the basic law of demand and supply, the scarce commodity is priced higher than the readily available ones; therefore, you get to charge premium and clients still love to work with you.
Look at the big picture and keep outperforming. Dazzle everyone with your performance to win trust, to nurture relationships that last.