Competence is just as much based on perception as is Character. Perceived competence comes from other people judging you based on external factors and their experiences with you. True competence is an accurate reputation based on your intelligence, expertise, and knowledge. There is a big difference between real and perceived competence. Perceived competence doesn't last long. Real competence is backed up and shows itself through the other C's of trust that we'll get into later. For example, I could dress up in an Indianapolis Colts uniform and march out onto the field with the rest of the team. I may fool a lot of people at first. But when the game starts, watch out. Zero competence, a lot of pain.
Your prospects need to know you are competent. I think there's a big difference between letting your prospects KNOW you are competent and letting your prospects SEE you are competent. Rattling off a list of your qualifications can seem arrogant and turns off a lot of people. However, when they see for themselves that you know what you're doing, your trust skyrockets!
A great way to increase competence is to use the Law of Social Validation. Tell them things like "yeah Bob, I work with a lot of people in your situation. We've tried a lot of things and what people find to be the most helpful is ___________________." This way, your prospects know that you are immersed in your field. You deal with this stuff every day and help a lot of people like them. You're more competent because the Law of Social Validation solidifies your track record.
For more information, contact John Page BCH CI at 435-256-0315 or visit www.lifeworkswest.com.
