Why Taking Risks Creates Trust

Due to several universal experiences and observations, everyone is familiar with taking risks, whether they engage in them or not. Even those who avoid taking risks are familiar with the concept because of the fear and caution they experience. This avoidance is a direct response to the perceived dangers of risk-taking.

Everyday life involves countless decisions that carry varying degrees of risk, from choosing what to eat to making career moves. Even seemingly mundane choices involve some level of risk assessment.

Many professional and personal development courses include risk management elements, ensuring that risk is understood and considered in various contexts.

That includes addressing common risk-taking challenges like:

• Should you risk mentioning the price early on in a sales call?
• Should you be candid about your less-than-perfect qualifications for a job?
• When you notice the client looking distracted, should you take the risk of commenting on it?

In such situations, the thought process is, “That’s too risky. You can’t do that—you don’t have a trust relationship yet.” Or, “Well, sure, you could do that, but only when you have a long history of trust.” That is a big misconception.

The truth is, you can’t get trust without taking risks. It is the taking of risks itself that creates trust.

Early Risk-Taking Can Strengthen Relationships

Risk-taking is a fundamental aspect of human life, woven into the fabric of daily existence, cultural narratives, psychological experiences, and biological responses. Whether individuals actively take risks or choose to avoid them, the concept remains a familiar and integral part of their understanding of the world.

This is true in business, sales, finance, education, and personal endeavors. Taking small risks can build trust and credibility without being perceived as careless or unprofessional. However, trust only grows when one party takes a risk, and the other party responds in a trust-based way.

• Should you risk mentioning the price early on in a sales call?  

You take the risk of answering a direct question about price, even though you haven’t established your value proposition yet. Being open about the price early demonstrates transparency, which can build trust. It shows that you are straightforward and not trying to hide any information. This approach is respectful and opens the door for an honest discussion about budget and value. It can help ensure that the rest of the conversation is productive and focused on how you can meet their needs within their budget.

• Should you be candid about your less-than-perfect qualifications for a job?

You take the risk of being very open about a relative weakness in your job qualifications. This approach shows humility, a willingness to learn, and the ability to turn a potential weakness into a strength, which can be very appealing. Although the client may or may not give you the job, they’ll note your directness and trust you more.

• When you notice the client looking distracted, should you take the risk of commenting on it?

The risk can be as easy as saying, “I noticed you seem a bit distracted today. Is everything alright? I want to make sure we address any concerns or thoughts you might have.” This approach is gentle and non-confrontational, showing that you are perceptive and considerate of their current state. It shows that you are willing to engage in honest and open communication, opening the door for them to share any issues they might be facing, which can strengthen the client relationship.

In each example, the small risk may or may not go your way, but if you avoid taking that risk, it’s guaranteed that you’ll not get the trust (unless your client initiates it, in which case you depend on someone else to make your luck).

Early risk-taking can strengthen relationships by demonstrating commitment and reliability. Strong relationships are vital in navigating more significant risks in the future.

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