The document discusses building trust in relationships and business. It suggests knowing yourself, being human, showing up consistently, and being helpful to others to develop trust over time. Warmth and competence are important factors in how much people trust each other. Small acts like making others happy, acknowledging their work, and reciprocating kindness can strengthen relationships and build social capital.

1. Your friends don’t trust you.
Nor should they.
Lara Feltin
Cofounder & CEO

3. “I ni che”
@LaraFeltin

4. @LaraFeltin

5. 1. Know thyself
@LaraFeltin

6. INDIE BUSINESS
ENTREPRENEUR
OWNER
PRIMARY MOTIVATION earn a living make an impact
FINANCIAL GOALS make a profit build equity + acquisition
CAREER OBJECTIVE self-employment financial freedom
FUNDING bank loan; owner’s $ someone else’s $
WORK STYLE long-term repetitive tasks short-term serial inventor

8. retail
@LaraFeltin

9. retail
wholesale
@LaraFeltin

10. retail
wholesale
service
@LaraFeltin

11. retail manufacturing
wholesale
service
@LaraFeltin

12. retail manufacturing
wholesale
service
@LaraFeltin
technology startup

13. @LaraFeltin

15. @LaraFeltin

16. @LaraFeltin

17. T=CxRxI
S
@LaraFeltin

18. 2. Be human
@LaraFeltin

19. @LaraFeltin

20. Know
Like - “Recommend”
TRUST - “Vouch”
@LaraFeltin

21. “Know”
Like - “Recommend”
TRUST - “Vouch”
@LaraFeltin

22. @LaraFeltin

23. “I ni che”
@LaraFeltin

24. “I ni che”
@LaraFeltin

25. @LaraFeltin

26. Mark Granovetter’s
Strength of Weak Ties
@LaraFeltin

27. @LaraFeltin

28. @LaraFeltin

29. 3. Show up
@LaraFeltin

30. “90% of success
is showing up.”
- Woody Allen @LaraFeltin

31. Friends vs “ riends”
@LaraFeltin

32. "Just unfriended someone
who keeps posting about
her business. Don’t like
being sold to on Facebook.
Take your self-promotion
somewhere else!"
@LaraFeltin

33. ExactTarget.com
43% have “Liked” a brand.
70% didn’t feel they’d given
the company permission to
market to them.
@LaraFeltin

34. 43% have “Liked” a brand.
70% didn’t feel they’d given
the company permission to
market to them.
@LaraFeltin

35. 39% “Marketers should
NEVER interpret my
‘Like’ as permission to post
marketing messages that would
appear in my News Feed.”
@LaraFeltin

36. 59% “maintain personal relationships”
@LaraFeltin

37. 59% “maintain personal relationships”
15% “for professional contacts”
(Thank you, www.exacttarget.com)

38. @LaraFeltin

39. @LaraFeltin

41. (Buy this from artist Hugh McLeod at GapingVoidGallery.com) @LaraFeltin

42. 1. Know thyself
@LaraFeltin

43. 2. Be human
@LaraFeltin

44. 3. Show up
@LaraFeltin

45. 4. Be helpful.
@LaraFeltin

47. 1. How warm?
Is this person a friend or a foe?
2. How competent?
If a foe, CAN they hurt me?
If a friend, CAN they help me?
(Professor Susan Fiske, Princeton University 2007) @LaraFeltin

48. 1. How warm -
Is this person a friend or a foe?
2. How competent -
If a foe, CAN they hurt me?
If a friend, CAN they help me?
(Thank you PsyBlog at www.spring.org.uk) @LaraFeltin

49. 5. Feed the
machine
@LaraFeltin

50. @LaraFeltin

51. • make someone’s client happy
• make someone’s job easy
• show acknowledgement
• reciprocate
@LaraFeltin

52. • make someone’s client happy
• make someone’s job easy
• show acknowledgement
• reciprocate
@LaraFeltin

53. • make someone’s client happy
• make someone’s job easy
• show acknowledgement
• reciprocate
@LaraFeltin

54. “I ni che”
@LaraFeltin

55. • make someone’s client happy
• make someone’s job easy
• show acknowledgement
• reciprocate
@LaraFeltin

57. @LaraFeltin

58. The Trusted Advisor
David Maister, Charles H. Green, Robert M. Galford
The Entrepreneur Equation
Carol Roth
Trust Agents
Chris Brogan & Julien Smith
@LaraFeltin

59. Exact Target’s
Subscribers, Fans & Followers
www.exacttarget.com/subscribers-fans-followers
@LaraFeltin

60. Thank you!
Lara Feltin
biznik.com
lara@biznik.com
@larafeltin

62. "Trust is like the air we breathe.
When it’s present, nobody really notices.
When it’s absent, everyone notices."
- Warren Buffet