- 1 year ago
Validation Sets the Foundation of Trust and Impact
Validation is the logical follow-on action after Familiarity. Why? Simple: Once you have successfully provided content and/or experiences that are familiar and relevant to the prospect, you have the beginnings of a relationship. Validation deepens the connection with the prospect and moves that relationship forward.
Validation is recognizing the prospect, customer or client as having value. In a sense, it’s meeting them where they are and acknowledging their situation. You “validate” their importance and significance as a person. You make a connection with them at a fundamental level of need. In the process of authentic validation, you sow the seeds of trust.
Ultimately, you are driving the prospect to a decision. When they make that decision, whatever it may be,