Are You Down with the Know/Like/Trust Factor?
Let’s face it: people want to do business with people they KLT. That is, people they know, like and trust.
That’s how it works on the playground, that’s how it works in the business world, and that’s how it works in the acting world! Think about it this way: imagine that you’re a casting director and the production company hired you to present them with the top three actors to fill each role. You want to do a good job so you can get paid and continue working as a CD.
So you’re not going to bring them complete strangers, are you? No way! You’re going to bring them excellent people who you know will show up on time, are likable and personable, and who you can trust to get the job done right the first time.
But... when you’re an actor trying to book more work (and you don’t have 20 years worth of carefully cultivated relationships under your belt) where can you start?
Here’s how to leverage the Know/Like/Trust factor so you can get in more doors and build solid relationships with others in the industry.
Listen and Ask Questions
Have you ever read Dale Carnegie’s famous book How to Win Friends and Influence People? I love this book because it outlines specific actions you can take to, well, win friends and influence people!
Carnegie talks specifically about the importance of listening, and listening well. We’ve all had the experience of “listening” but not really hearing a word that’s said. Our eyes might glaze over a bit and we may find ourselves nodding aimlessly with the occasional “uh-huh” and “oooh!” thrown in for good measure. That’s not the kind of listening we’re talking about here!
Listen – really listen – when people talk to you. This means when you’re in the casting office and the CD says hello or gives you a direction, you listen. It means truly taking in the producer you’ve just met at a networking function. It means, most simply, honoring the other person enough to give them your undivided attention in those moments that you’re interacting.
Listening this closely may inspire you to get curious about the other person and ask questions, which is great! As Carnegie points out (and as I’ve personally witnessed in my life), people love – and I really mean LOVE – to talk about themselves! The more you listen to someone share themselves with you, the more they’ll like you.
Try it out. The next time you get an opportunity to let someone talk about their life, just let them go on ahead. They will love you for it.
Leverage the Know/Like/Trust Factor
There are some really fun ways to embrace the Know/Like/Trust factor when you’re interacting with someone in person and online.
One of my friends and colleagues, Tony Howell, happens to be an expert in crafting a killer social media and web presence for actors.
Every week, Tony sends out short (genius) videos on the topics of social media, auditioning and website development that I just love. One of my favorite videos he made on the topic of sharing yourself online via social media is below.
***2018 update- Check out Tony’s new program, Presence!
So, to sum it all up: the Know/Like/Trust factor can work to your advantage!
Really listen to people when you interact with them in person...
Ask questions to get to know them and let them talk about themselves...
Go ahead and share yourself via social media...
Be sure to create boundaries – different people have different comfort levels when it comes to online sharing.
How do you personally cultivate the Know/Like/Trust factor with people in your industry? Who can you reach out to more to create a more solid relationship?
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