The Science Behind Instant Trust Signals

In which of these 2 scenarios, will a sales rep sell more blenders? a) She nails the demo, flawlessly blending a smoothie in front of potential customers b) Same exact pitch, but when she pours the smoothie, she spills it all over the table Dr. Richard Wiseman conducted this exact study. More people bought the blender when she made an absolute mess. This phenomenon is called the "other shoe effect." The underlying principle: We instinctively know people aren’t perfect. So when someone appears too polished in high-stakes moments—job interviews, pitches, first dates—part of our brain asks: “What are they hiding? When does the other shoe drop?” The longer someone appears flawless, the more suspicious we get. This creates a dangerous cycle: • You try to appear perfect in the first impression • The other person's brain gets increasingly distracted wondering about your hidden flaws • When your imperfection finally shows (and it will), it hits much harder than if you'd acknowledged it upfront I learned this the hard way. When I first wrote Captivate, I tried to sound like an academic. My editor called it out: “This doesn’t sound like you.” So I rewrote the intro to be me, very me in a vulnerable way: “Hi, I’m Vanessa. I’m a recovering awkward person.” That vulnerability built instant trust. By dropping my shoe early, I built trust immediately and let readers know they were in good company. This is also how I introduce myself in conversations, and I have noticed everyone laughs and relaxes when I say it. There are a couple situations where you can actively use this effect: • Job interviews: After sharing your strengths, say "One area I’m still growing in is public speaking—which is why this role excites me." • Investor pitches: After a strong open, confess: "One challenge we’re still working through is [X], and here’s how we’re tackling it." • Team meetings: Proactively raise project risks, then offer a solution. Don’t let others discover it first. Rules to remember: • Choose authentic vulnerabilities, not fake ones • Drop your shoe AFTER establishing competence, not before • Pair vulnerability with accountability - show how you're addressing it Remember: The goal isn't to appear perfect. It's to appear trustworthy. And trustworthy people acknowledge their imperfections before others have to discover them.

What is the number #1 factor humans assess in forming a first impression about another person in business environments.....? ➡️ Charm? ➡️ Charisma? ➡️ Competence? ➡️ Intelligence? ➡️ Success? ➡️ Ambition? ➡️ Work Ethic? None of the above. Trustworthiness. That's right, it's whether the person can be trusted. A team of researchers -- Dr. Amy Cuddy (Harvard Business School), Dr. Susan Fiske (Princeton University), and Dr. Peter Glick (Lawrence University) -- have been studying first impressions for the last 20 years, and it is TRUSTWORTHINESS that we unconsciously are assessing for -- more than any other factor. Even competence or intelligence WITHOUT trustworthiness become a threat, not an asset. During my session yesterday at the Legal Marketing Association's annual conference in #WashingtonDC, I got to present to a packed and energized room on the important topic of "The Science of First Impressions." Here are some of the science-backed tips I shared during the session that can enhance your ability to build trust and leave positive first impressions: 💫 Use the Power of Familiarity and Avoid the “Novelty Penalty”: either share familiar subject matter in novel ways or novel subject matter in familiar ways in order to create relatability that builds trust. 💫 Be a "Greatness Archeologist" by Uncovering their Unique Greatness and then Celebrating that Greatness: the research reveals that identifying the other person's core strengths and acknowledging/celebrating those strengths skyrockets the person's trust in you. 💫 Use "Motivational Interviewing" to Build Trust and Connection -- On Any Topic They Raise: oscillating between asking open-ended questions, summarizing the content of their responses, and validating their underlying emotions can create instant feelings of trust and connection (even if you have no knowledge of or interest in the topic!) 💫 Use a Penetrating Question, rather than Statements, to Instantaneously Convert Any Superficial Conversation into One of Depth and Trust: don't attempt to "proclaim" your way to depth -- instead take the topic they are speaking about and ask a penetrating (but not intrusive) question to instantly cut through the superficiality. 💫 Use an Interplay of Strengths and Vulnerability in Your Sharing: according to research, speaking overtly about your strengths signals self-esteem (which makes someone trustworthy), and speaking about past or current failures and struggles (vulnerability) allows the other person to experience a sense of your humanity, humbleness and relatability -- all of which build trust. 💫 Use Stories, Not Statements, to Illustrate Your Magic: the reason stories are universal to every ancient and modern culture is because the brain learns and remembers better through stories, so framing your strengths, values and goals through the lens of a story, rather than statements, will cause it to land more impactfully and memorably. THANK YOU #LMA25 !!

93% of communication impact comes from nonverbal cues. In our virtual-first world, your nonverbal signals speak volumes about your leadership. After analyzing hundreds of executive interviews, I've identified 8 nonverbal signals that dramatically impact trust in virtual meetings: 1. Open Palms Visible hand gestures with open palms signal honesty and openness.   ✅ According to anthropological research, showing palms has been a universal trust signal across cultures for millennia. 2. Eye Contact Looking directly at the camera when making key points creates connection.   ✅ Most leaders look at faces on screen instead, missing this critical trust signal. 3. Head Nodding Deliberate nodding while listening demonstrates active engagement. ✅ This small gesture signals respect for others' ideas. 4. Upright Posture Sitting tall with shoulders back conveys confidence and attention. ✅ Poor posture subtly communicates disinterest. 5. Authentic Background A personal yet professional environment signals transparency. ✅ Research suggests artificial backgrounds can create psychological distance. 6. Facial Animation Natural expressions that match your content demonstrate genuine engagement. ✅ Flat expressions create disconnect. 7. Frontal Orientation Facing the camera directly communicates full presence and attention. ✅ Angled positioning suggests divided focus. 8. Mirroring Subtly matching others' pace and tone creates unconscious rapport. ✅ This established psychological principle works even through screens. The most successful leaders don't just focus on what they say. They strategically manage how they appear. Which of these trust signals could you strengthen in your next virtual meeting?

5 Signals That Make You Instantly More Trustworthy at Work Trustworthiness may be about competence, but true trustworthiness is about warmth. Imagine walking into an organization where everyone feels they are merely transactional with each other: People communicate but don't truly listen Connections happen only at the surface level Team members compete for attention rather than building genuine relationships It's no different for professionals today. Most people unintentionally undermine trust with mixed signals Most people unconsciously send contradictory nonverbal cues Most people unknowingly damage their credibility through inconsistency The most trusted professionals understand they must be intentional about building trust. Here are 5 signals that make you instantly more trustworthy at work: 1. Listen Fully Research consistently shows that eye contact, nodding, and focused attention create immediate trust. As Harvard psychologist Amy Cuddy explains in her work, warmth is the conduit of influence, facilitating trust and the absorption of ideas. 2. Validate Openly When you acknowledge others' perspectives and feelings, you demonstrate empathy. This 'superfluous apology' - expressing regret for another's hardship without accepting blame - creates an immediate connection and signals your genuine concern. 3. Focus on Others Trustworthy people extend trust first. Human beings have a deeply rooted tendency toward reciprocity - when you demonstrate genuine interest in others before yourself, they naturally reciprocate, as research by social psychologists consistently confirms. 4. Be Approachable Your body language speaks volumes. A slight head tilt, an authentic smile, and an open posture signal warmth. Studies from Princeton University show that these nonverbal cues account for 65-90% of communication impact and significantly influence trustworthiness perceptions. 5. Act Thoughtfully Demonstrating willpower and self-control builds trust. Research shows people won't trust you when you appear to lack self-discipline. Consistent, thoughtful actions prove you can be relied upon, which behavioral economists identify as a cornerstone of professional trust. Your trustworthiness isn't just about personal reputation, but your ability to create impact. ✍️ Which of these signals will you focus on this week?

The “Trust Triggers” That Make People Follow You Instantly Have you ever met someone for the first time… and within seconds, you just knew you could trust them? It’s not an accident. It’s psychology. And it works just as much online as it does offline. When I started sharing content on LinkedIn, I noticed a pattern — the profiles that gained followers quickly had trust triggers baked into everything they did. Here are a few that I’ve seen work over and over: 1. A clear and confident headline. Not a job title. Not a buzzword salad. But a headline that instantly says who you are and who you help. 2. A professional yet approachable profile photo. People trust faces they can connect with. 3. Consistency. Not just posting often — but showing up in comments, messages, and interactions the same way you show up in your content. 4. Proof. Screenshots of results. Testimonials. Case studies. Anything that moves you from “claims” to “credibility.” 5. Vulnerability. It’s counterintuitive — but when you share your challenges as well as your wins, people see the human, not just the highlight reel. I remember bringing these “trust triggers” into my classes at SkillCircle™. Many of my students were brilliant marketers in the making, but their online presence didn’t inspire instant confidence. Once we applied these small tweaks, something shifted — their connection requests got accepted faster, engagement went up, and in some cases, they landed internships without even applying. Because here’s the truth: Before people believe in what you sell, they believe in you. And before they believe in you, they need to trust you. So, look at your own profile and ask: If a stranger landed here today, what signals would tell them, “I’m in the right place. I can trust this person”? #TrustTriggers #LinkedInTips #PersonalBranding #DigitalMarketing #SkillCircle