Tag Archives: trust

Is trust really back for business?

“How much do you trust business to do what is right?”

That is the question posed in the Edelman 2010 Trust Barometer. And the good news – if you can call it that – is that 54% of Americans believe that business will do the right thing, representing an 18% jump from last year.  

But business should hardly celebrate. First, there is always the risk of mistaking a majority for a mandate. This number is barely half the population at best and means that the other half don’t trust business to do what is right. And while the numbers are not broken out, my guess is that only a very small percentage of the population feels strongly about their belief in business.

More importantly, being acknowledged as a company that will “do what is right” is not really a ringing endorsement. I might believe that a company will “do what is right,” on the big things – fraud, serious product safety issues, etc. – while also doing everything that it can to put its profits and shareholders ahead of its customers. In other words, I might trust the company’s big actions but remain skeptical of its everyday interactions with me as a customer.

In fact, that is what I see everyday. Even where companies are not perceived as inherently evil, the overwhelming majority of Americans view them with a skeptical eye. This trust, even if it is increasing, is incredibly fragile.

The Language of Trust: Selling Ideas in a World of Skeptics

I am happy to announce that my new book, The Language of Trust: Selling Ideas in a World of Skeptics, is scheduled to be published in May 2010 by Prentice Hall Press.

Below is a little preview.  The book is available at Amazon for pre-order in case you want a headstart.

The Language of Trust: Selling Ideas in a World of Skeptics

Trust is dead.  Now what?

Living through the horror of 9/11 era, the 2008 financial collapse, and a lifetime of accumulated consumer experiences, Americans are more skeptical now than at any other time in our history. They think financial services companies will take their money. Pharmaceutical companies put profits over patients.  Politicians are all liars. And corporations will do anything for a dollar.

At the same time, the public has access to more information and more viewpoints.  Major corporations and mommy bloggers find themselves on equal ground in the fight for attention and credibility.  And for every fact and statistic that supports one side of an argument, a quick Google search can reveal an equally compelling alternative view of the world. Continue reading