Gaining Trust

Trust Is at the Heart of Every Relationship

Relationships are something you need to maintain—and trust is at the core of every healthy one. Last month, I was following up with a long-time client. She knows me, she knows SagePresence, and she knows the value we bring. But in this case, our conversation about how we might help her company in the coming year had stalled. The timing just wasn’t right.

As we talked, I realized it had been a while since we’d connected on a more personal, human level. So I simply asked, “What’s going on for you and the company right now? What kinds of problems are you focused on?” She shared a challenge—one that my team couldn’t directly solve. But I immediately thought of a couple of people in my network who could.

I asked if she’d like me to make some introductions. She said yes—though it sounded like she didn’t expect me to actually follow through. But I did. And I did it for two reasons: first, because I genuinely wanted to help, and second, because I wouldn’t mind being known as someone willing to help.

Within a few weeks, one of the introductions led to a partnership. Things were moving forward. Not long after, she reached back out and said, “Let’s schedule our next conversation—I think the timing is right now.”

The Takeaway

Trust is at the heart of every healthy relationship. And the best way to build that trust is simple: be there to help. Stay engaged. Offer value even when it doesn’t directly benefit you. That’s what keeps relationships alive and meaningful—and that’s what makes future opportunities possible.