Know like and trust is a idea that we are told helps to make a difference when attracting clients. We have all heard it.
I have been watching the tennis players at Wimbledon this week. The winner is interviewed on court soon after the match while the loser goes back to the locker room. So the players have to work hard on their tennis, get to Wimbledon, find their way to the various places, play on grass and be prepared to be interviewed in front of a big crowd if they win. Those a a lot of different skills!
What has struck me first of all is that the interviewer is often speaking to someone who is talking in their second (or third) language. They have just played a strenuous game, and although the interview is fairly short the questions tend to be more complicated than strictly necessary.
Very often expressions are used by the interviewer that you might not have been taught when learning English. The golden rule of communication is to be understood by the other person. Sometimes two separate thoughts wrapped up in what appears to be a single question.
I feel the interviewer’s questions can be too complex. Especially as the player might be more nervous standing in front of a huge crowd when their talent lies in tennis. However their ability to speak English is impressive and they make a good connection with the crowd.
Liked by the crowd
Most of the players I have seen this year are immensely likeable. They compliment the crowd for the support, they often say that to play at Wimbledon has been a dream since they were a small child, and they usually smile. At each positive comment they get applause or roars of approval.
Stefanos Tsitsipas, for instance, who beat Andy Murray said that Centre Court was so familiar to Andy that it was almost like his front room. Andy Murray had a huge amount of support which Stefanos acknowledged, and said he did not expect to get support but was grateful for any he got.. which led to a burst of applause. .Carlos Alacaraz ranked number 1 said that Centre Court was the most beautiful court in the world. The crowd laps this up and in addition to seeing and admiring the play, warm to the person behind the talent.
The value of support
As they become more liked, players get more support next time they are on court, which leads to them feeling more positive and perhaps playing better.
It isn’t just about winning, though, Venus Williams had a lot of support when she lost because she has definitely won a place in the hearts of those watching. Ons Jabeur has support because she plays exciting tennis, is the first Arab woman on the circuit but mostly because she has a warm personality and is likeable. Chris Eubanks who has appeared at Wimbledon for the first time was openly referred to as “one of the most liked players on the circuit” by a TV pundit. Likeability is a quality that is identified and noticed!
Skill and talent gets you so far but likeability is the way to people’s hearts. Being liked when you are a tennis player gets you tennis partners, crowd support which may help you to win and enables sponsorship deals.
Being liked in business
As a business owner you may not have realised that people like you! We tend to underestimate qualities that don’t have a number or a price tag attached. There is a lot of uncertainty in business. When potential clients, partners and affiliates like you and feel warm towards you they are more likely to take a chance with you. So your skill and talent have greater impact.
In business there are many answers to a client’s problem. The honest truth is that your solution may not be dramatically different from another business.
- Others may be able to do it quicker
- They may be able to undercut you and do it cheaper
- They may come highly recommended by someone they trust
- They may be more of an authority than you
But if your potential clients like you the chances of them choosing to work with you increase dramatically!