How we change what others think, feel, believe and do
Be Like Them
A simple way to get people to trust you is to be like them in all kinds of ways.
Ways of being similar include:
Be similar, rather than identical. Show you are like them, not just copying them. If you know what they are like, you can sometimes do this by being ahead of them rather than one step behind.
A sales person asks customers about their interests and professes to have similar interests.
A person in business dresses similarly to their manager and adopts a similar detail-oriented interaction style. They get promotion.
There are two very different situations for trust. Firstly, trust is built up over a period of time by being honest, reliable and caring. However, there is often a question of trust when there is no time to assess true trustworthiness. In such cases, for example when dealing with strangers or people you do not know well, the similarity principle applies, where we work on the principle that people who seem to be like us are trustworthy.
The way this works is that when people seem similar to us, we connect with them to the point of joining identities. When we think of them, we are then also thinking of ourselves. And because we trust ourselves, we trust them too.
Use similarity to build short-term trust. If needed, also be consistently honest, reliable caring in order to develop evidence of your longer-term trustworthiness.