Your blind spot – How you’re losing credibility and don’t even know it

How do you come across to other people?  

What do your colleagues, employees, clients, prospective clients and mangers really think about you?

Do they see a credible, trustworthy leader?

Or do they see someone who doesn’t have their back?

Do they see a go-getter who focuses on getting the job done?

Or do they see someone who isn’t a team player?

Do they think you will keep your promises?

Or are they worried you can’t deliver?

Do they think you have their best interest at heart?

Or do they feel you’re swayed by other forces?

We all like to think others see us the same way we see ourselves.   But after a decade of research on how people win and lose credibility, I’ve found that almost all of us have a blind spot.  There is a disconnect in how we see ourselves and how others see us.

Did you know you are likely doing things that hurt your credibility and you don’t even realize you are doing them?

Even the most self-aware people have these blind spots.

Have you ever nailed a sales presentation and were sure you were going to get to the business, only to find the client chose someone else?  Have you ever been passed over for a promotion that went to someone less qualified? Have you ever tried to motivate an employee only to fail to change their behavior?  Have you ever sent out a communication and gotten a response that was different (not in a good way) from the response you expected?

It is because you did not understand the credibility lens through which you, your communication and your behavior was being viewed.  

What is the credibility lens?

Prospective clients, bosses, employees and colleagues make judgments about your behavior, communication and motivations.   

And here’s the thing….not everyone views you the same way.  There is a lens through which other people view you and judge your credibility, and that lens varies depending on the person.  The credibility lens is subjective, not objective.  

When you understand the credibility lens people use to judge you, you can get a much more accurate idea of how you are coming across.  More importantly, you can make specific changes to deliver the image and message that will get you better results.

How do you know if your credibility lens is cloudy or clear?

This is where it gets tricky.  Most people aren’t completely honest with you about what they really think of you.  They may not even be fully aware themselves of the factors that influences how they judge your credibility.

Let’s look at a specific example

Jeremy got hired by a bank as a financial advisor in their private banking group.  He expected to get referrals from other bank employees.  Jeremy considered himself a highly competent and capable advisor.  But did the other bank employees see him that way?

As I stated earlier, one of the factors that can affect credibility lens is a person’s decision-making style.    Many of the bank employees were “Think It Through” decision making style types.  They were detail oriented, thorough, and very aware of managing risk and customer expectations.    They were very deliberate decision makers.

Jeremy was more of a “Take Action” decision making style.  He saw the big picture and was a strategic thinker. He was a real go-getter excelling at getting meetings and closing business.   He was incredibly knowledgeable and a terrific resource for his clients.

So where was Jeremy’s blind spot?

He saw himself as very competent and capable. So did the other bank employees.  He thought of himself as trustworthy.  And that’s where the disconnect was.  The way you win trust with a Think It Through type is different from how you win trust with a Take Action type.  Jeremy thought the employees would trust him because he was so knowledgeable.  But the Think It Throughs judge trust by whether or not you have their best interest at heart.  They want to know what your values are.  

Jeremy hadn’t taken the time to get to know his Think It Through colleagues or to understand how protective they were of their client relationships.

Smart guy that Jeremy was, once he understood the disconnect, he started talking more with the Think It Throughs and sharing stories about the difference he made in the lives of his clients.   One time, when a long-time elderly client didn’t show up for an appointment and did not return phone calls, he was so concerned he went by her house and eventually called the police.  The client had literally fallen and couldn’t get up….he probably ended up saving her life.  (Yes this is a true story)    

By understanding the credibility lens through which the Think It Throughs viewed him, he was able to correct for his blind spot around being trustworthy and greatly increased the number of referrals he received from his new fans.    

What is your blind spot?   Are you losing credibility and don’t know it?  A good first step is to ask for feedback.  Give people permission to be completely honest.  If you are a man, ask a woman.  If you are a woman, ask a man.  You might gain some new perspective by understanding a credibility lens different from your own.

Holly Buchanan

Holly Buchanan

Holly Buchanan is the author of Selling Financial Services to Women – What Men Need to Know and Even Women Will Be Surprised to Learn. She is the co-author of The ... Web: www.SellingFinancialServicesToWomen.com Details