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SOCIALMEDIA.ORG/SUMMIT2013ORLANDO
“Extreme Trust: Honesty as
a Competitive Advantage”
DON PEPPERS
PEPPERS & ROGERS GROUP
D...
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 1
Extreme Trust:
How Honesty Can Actually Be a
Competitive Advantage
...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 2
Competence
Having customer
trust has ...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 3
Moore’s Law
Every 20 years, computers...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 4
Every 20 years, we interact a thousan...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 5
And the more we interact,
the more tr...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 6
A new standard: Extreme Trust
Proacti...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 7
Extreme Trust often requires reducing...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 8
Competence
Good Intentions
Doing thin...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 9
x Profiting from a customer’s error
x...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 10
70% of consumers trust the
recommend...
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 1111
“Once the trust goes out of a relationship,
it’s really no fun l...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 12
Linda Kaplan Thaler, CEO, Kaplan Tha...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 13
Grant Robertson, blog post, May 1, 2...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 14
Thousands of bees constantly explore...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 15
Now suppose you were a food
source f...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 16
“Just because nobody complains doesn...
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 17
Your employees want to work
for a trustable company!
At one US cli...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 18
And one more thing:
Integrity is not...
Strategy. Execution. Results.
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 19
won’t just make you a more
profitabl...
COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 20
Peppers & Rogers Group
Customer strategy consultants
with offices ...
SOCIALMEDIA.ORG/SUMMIT2013ORLANDO
Learn more about past and
upcoming events
DECEMBER 9–11, 2013
SOCIALMEDIA.ORG/EVENTS
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"Extreme Trust" presented by Don Peppers

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In his Brands-Only Summit author discussion, Peppers & Rogers Group's Founding Partner, Don Peppers, talks about his book, "Extreme Trust: Honesty as a Competitive Advantage."

He explains how the payoff of generating extreme trust and long-term customer relationships is worth it for all businesses.

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Transcript of ""Extreme Trust" presented by Don Peppers"

  1. 1. SOCIALMEDIA.ORG/SUMMIT2013ORLANDO “Extreme Trust: Honesty as a Competitive Advantage” DON PEPPERS PEPPERS & ROGERS GROUP DECEMBER 9–11, 2013
  2. 2. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 1 Extreme Trust: How Honesty Can Actually Be a Competitive Advantage Orlando 10 December 2013 @DonPeppers
  3. 3. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 2 Competence Having customer trust has always been important Good Intentions Doing things right Doing the right thing
  4. 4. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 3 Moore’s Law Every 20 years, computers get a thousand times faster and cheaper
  5. 5. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 4 Every 20 years, we interact a thousand times more with others! Zuckerberg’s Law
  6. 6. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 5 And the more we interact, the more trust we demand Trust makes interactions more efficient Interaction generates transparency
  7. 7. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 6 A new standard: Extreme Trust Proactive trustworthiness To serve socially connected customers, it’s not enough simply to refrain from cheating or lying “Trustability”
  8. 8. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 7 Extreme Trust often requires reducing short-term profit to gain long-term value
  9. 9. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 8 Competence Good Intentions Doing things right Doing the right thing Proactively Extreme Trust “Trustability”
  10. 10. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 9 x Profiting from a customer’s error x Failing to notify x All “caveat emptor” policies! Trustability Previously acceptable marketing practices will soon become “untrustable” Because of rising customer expectations with respect to
  11. 11. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 10 70% of consumers trust the recommendations of their friends ~50% trust online recommendations from complete strangers Just 10% of consumers trust advertisers Is it any wonder why consumers no longer trust marketers? 2013 study of 58,000 consumers
  12. 12. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 1111 “Once the trust goes out of a relationship, it’s really no fun lying to them anymore.” Norm Peterson, on the TV show “Cheers,” accurately summarized the dilemma marketers now face
  13. 13. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 12 Linda Kaplan Thaler, CEO, Kaplan Thaler Group Screw up today, and the “news” will be permanent “You can’t un-GoogleYourself”
  14. 14. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 13 Grant Robertson, blog post, May 1, 2007 “Dude, you can't take something bad off the Internet. That's like trying to take pee out of a swimming pool.”
  15. 15. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 14 Thousands of bees constantly explore territory looking for blooming flowers When a bee finds a nectar-rich flower, it returns to the hive to do a “waggle dance” How Honeybees Find Food
  16. 16. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 15 Now suppose you were a food source for bees… In the absence of communication among your customers, advertising rules But when customers talk to each other, it’s the customer experience that counts
  17. 17. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 16 “Just because nobody complains doesn’t mean all your parachutes are perfect” Or, as Benny Hill said… Before customers interacted in social media, failures were just not as visible
  18. 18. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 17 Your employees want to work for a trustable company! At one US client we asked rank-and-file workers for suggestions on being more trustable We received ideas and suggestions from more than 3000 employees! Hundreds of ways they thought their company should be more honest with its customers!
  19. 19. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 18 And one more thing: Integrity is not elastic No one ever has just “some” integrity If you can earn and keep the Extreme Trust of its customers, then Workers will trust managers and each other Vendors, stakeholders, partners and investors will all trust your company more
  20. 20. Strategy. Execution. Results. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 19 won’t just make you a more profitable company… …it will make you a better company! Trustability
  21. 21. COPYRIGHT © 2013. ALL RIGHTS PROTECTED AND RESERVED. 20 Peppers & Rogers Group Customer strategy consultants with offices around the world 1to1 Media Magazines, newsletters, research white papers @DonPeppers www.lnkd.in/donpeppers See all Don Peppers’ posts on Linked In and follow him at: To subscribe to the “1to1 Weekly” email newsletter: dpeppers@1to1.com
  22. 22. SOCIALMEDIA.ORG/SUMMIT2013ORLANDO Learn more about past and upcoming events DECEMBER 9–11, 2013 SOCIALMEDIA.ORG/EVENTS
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