Who Trusts You? The Key To Attracting Clients & Advocates

Recorded On: 05/21/2019


Lynne Waymon, CEO, Contacts Count LLC
Tuesday, May 21, 2019, 2–3:30 p.m. EST/1 p.m. CST/Noon MST/11 a.m. PST

Session Description

When it comes to gaining clients and winning new business, trust plays a major role. Join us for our May webinar and discover the Six Stages of Trust to help build your firm’s business.

Think about it: You meet someone who would be a good contact. How do you figure out the next step for building that relationship? How do you avoid asking for too much too soon or too little too late? When you know how to gauge the stage of trust you’ve earned, you’ll be able to choose the next step in the process to be successful at it.

During this webinar, you’ll use a 15-question quiz to help determine where you are with someone’s trust and what to do and say next. Why is this important? Because you can’t just rely on digital tools in your marketing toolkit. Face-to-face skills will help your career as a marketer of professional services—and also help your firm succeed. You’ll learn how to create a cadre of advocates who talk about your successes, vouch for your character and competence, and gladly send opportunities your way.

Session Learning Objectives:

During this webinar, participants will:

  • Identify and advance through the Six Stages of Trust
  • Figure out a good next step to build relationships
  • Recover trust when you make a mistake
  • Show your character and competence to gain trust and, ultimately, opportunities

     Cosential - CRM and Proposal Generation for AEC

SMPS webinars are sponsored by Cosential

Lynne Waymon

CEO, Contacts Count LLC

Lynne Waymon is CEO of Contacts Count LLC, an international training firm that specializes in teaching people in professional services how to connect, converse, and collaborate for business results. She's the co-author of Strategic Connections: The New Face of Networking (Harper Collins Leadership) and The Networking Competency Assessment that measures skill in the 8 Networking Competency. Waymon’s clients have included KMPG, Herry, HKS, Booz Allen, The Society of Women Engineers, the National Association of Home Builders, The American Institute of Architects, and the American Bar Association.

SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

Per-Site Registration Fee*  

SMPS Member Site Registration: $199

Nonmember Site Registration: $259  

*Remember: webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!  

Recordings of SMPS webinars are available to train your marketing professionals. Learn more 

  • Register
    • Non-member - $259
    • Member - $199
    • *Further discounts may apply once you log in.


Rate Your Relationships
Here’s a quiz to help you determine the value of your networking relationships. Jot down the name of a networking contact, then use the quiz to rate that relationship and to figure out the next steps to take to build a long-term relationship. Instructions: Select Y for Yes if you agree with the comment; select N for No if you cannot agree with the comment. You must register to access.
Live event: 05/21/2019 at 2:00 PM (EDT) You must register to access.
Evaluation Survey
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