Communication is a key skill of leadership. You can’t become a great leader until you become a great communicator. When you connect with people, that is when it becomes authentic, allowing you to speak directly to people’s needs. The same is true of networking. Two attributes are critical to your networking abilities. To communicate effectively you need to build relationships and central to that is trust. Trust is vital for forging a connection and is underpinned by how people see you. How you see yourself and the world will be reflected in your attitude, and this will also determine how you are seen.
Trust
Trust is paramount. Although sometimes hard to define, we all know when it is not there. Economic uncertainty and lost faith in business and globalisation means trust is no longer the default position for cynical consumers. The annual Edelman Trust Barometer that surveys 33,000 people in 28 countries (2025) has reported that trust in four institutions – government, business, media and non-profits – is at an all-time low. Two-thirds of respondents believe they are being lied to by traditional societal leaders. Interestingly, the report shows that people trust what employees say about their company more than what it says about itself. Contrary to what many believe, trust is not some vague, squishy element of human relations; rather it is a vital component of all our interactions with each other.
Put simply, high trust is a dividend and low trust is a tax. In our increasingly low trust world, trust has literally become the new currency of our global economy.
What is trust?
Trust is not an event. Trust is not an entitlement – trust is earned. You don’t meet somebody today and trust them tomorrow. You can’t go from anonymity to a trusted confidante overnight. Trust is won by doing what you say you will do and doing that consistently and regularly. Trust is a fundamental component of how our world works. It is a leap of faith – a belief that what we expect to happen will happen because someone did what they were supposed to do. The dictionary definition of trust is “belief in the reliability, truth, ability, or strength of someone to do something”. Trust can take years to win and be lost in a second. When damaged, trust takes a long time to regain.
Networking plays a role in sales because to get a sale, two conditions must be met. First, you demonstrate that your product or service will benefit the buyer, fill their need and resolve a pain point. Secondly, you need to build a solid personal relationship based on trust.
"Trust is earned in the smallest of moments. It is earned not through heroic deeds, or even highly visible actions, but through paying attention, listening and gestures of genuine care and connection."
—Brené Brown
Networking is about giving to other people and adding value to their lives, comprising empathy and authenticity. In doing this, you develop trust and build a reputation for being trustworthy. People will then refer you to others, from short-term transactions come longer-term relationships. In an increasingly disconnected, fractured and untethered world characterised by an absence of trust, people search for beacons of trust and seek it in their networks. We crave belonging and want to belong to something bigger than ourselves. Companies now have to reshape their messaging around trusted employees and their networks. They need to appreciate that trust is not some mysterious element of human relations but is the foundation of everything we do – it is a hard-edged economic driver. High trust saves money and makes money.
Trust and reputation
Reputation is important. It has been defined as what people say about you when you are not in the room. Reputation is a scoreboard kept by others. These other people grade your performance and tell the rest of the world. You cannot create your reputation alone, but you can influence it. ‘Reputational capital’ can be tracked and aggregated.
As mentioned above, Edelman has studied trust for over 20 years and believes it is the ultimate currency in the relationship that all institutions, companies, brands, governments, NGOs and media build with their stakeholders. Trust defines an organisation’s licence to operate, lead and succeed. Trust is the foundation that allows an organisation to take risks and if it makes mistakes, to own responsibility and rebound from there. For a business, lasting trust is the strongest insurance against competitive disruption, the antidote to consumer indifference and the best path to continued growth. Without trust credibility is lost and reputation can be ruined.
“When you become leaders, the most important thing you have is your word, your trust. That’s where respect comes from.”
—Michelle Obama
In her book
Presence Harvard Business School Professor Amy Cuddy writes that people ask two questions when they meet anyone. First, “Can I trust this person?” and secondly, “Can I respect this person?” Cuddy claims that trustworthiness is the most important factor in how people evaluate you. She says, “One thing I was always very conscious of was that people size up others in seconds and quickly decide whether they will like and trust the other person or not.” So the old cliché is true – you don’t get a second chance to make a first impression.
Kingsley Aikins is founder of The Networking Institute. His new book, Networking Matters: The Power of Human Connection, is published by Chartered Accountants Ireland.
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