1. The presentation that builds trust

2. Building trust Set expectations
Its all about execution (do what you say)
Present the good and the bad
Be able to justify your work

3. How to prepare such presentation?
Analyze the audience risk (evaluate audience risk in accepting the presenter’s proposal)
Anticipate the trust level
Create moments of trust
People trust what is familiar (If you get your audience to understand what you are proposing in the presentation with which they are already familiar and comfortable, you can earn a moment of trust)
People trust what they understand (If you can remove confusions of your audience, you can create a moment of trust)
People trust what seems objective (testimony against interest makes story legitimate and builds audience confidence in you)

4. Example
Payer began scripting a documentary on the life of Ford Motor company founder- Henry Ford.
He found conflicting facts about Ford’s life.
History recalls Ford as a man violently opposed to the labor movement.
But Payer was surprised to find a survey of Americans taken at the time that chose Ford as the third greatest man that had ever lived behind only Jesus and Napoleon.
Payer scripted the story to include both sides.
This made presentation stronger

5. How to prepare such presentation?
People trust feels real (Make your description very tangible and real)
People trust what they personally experience
People trust what can be proven
People trust what is guaranteed

6. How to deliver trust building presentation?
Make a good first impression
Dress like your audience
Speak in audience’s language (Field specific terms)
Prove your trustworthiness
Avoid talking about competitor
You have experience in their industry
You do not waste our time
Do not expect great reception
Watch your self interest (When it shows up, can badly undermine all the other elements of trust that you worked so hard to establish)

7. Galford’s Trust Formula
Credibility + Reliability + Intimacy = Trust