Vilfredo Pareto (1848-1923) was an Italian economist.\u00a0 He noticed that 80 percent of the land in Italy was owned by 20% of the people, and that 20% of the peapods in his garden produced 80% of the peas.\u00a0 Thus, he invented the 80\/20 rule, more formally known as the Pareto Principle.<\/span><\/p>\n

It\u2019s now a common rule of thumb that many real systems have approximately this balance.\u00a0 People say\u00a0that 80% of profits come from 20% of customers, and 80% of results come from 20% of efforts.<\/span><\/p>\n

How does it work?<\/h4>\n

So how does the Pareto Principle work in communication? \u00a0What is the magic 20% that accounts for 80% of your communication success?<\/span><\/p>\n

I think it\u2019s the ability to build trust and build it quickly.<\/span><\/p>\n

Miller Heiman, the strategic selling company, found that lack of trust is the number one reason people don\u2019t buy.\u00a0 Surprisingly, it accounts for more than all the other reasons that you can think of put together.<\/span><\/p>\n

And Theodore Levitt, the great Harvard business guru, said, \u201c…products (are) judged in part by who personally offers them… the representative is… inextricably and inevitably part of the product…\u201d<\/span><\/p>\n

The secret ingredient:\u00a0 trust<\/h4>\n

Charlie Green of Trusted Advisor Associates has spent decades studying what builds trust and what undermines it.<\/span><\/p>\n

More than 70,000 people have taken his <\/span>Trust Quotient assessment,<\/span><\/a> which is an online course, and it turns out that the most important element of all the elements in this thing called trust, is the ability to<\/span> create a sense of\u00a0 intimacy<\/i><\/b> with your audience.<\/span><\/p>\n

Trust and intimacy are very hard to fake. If they aren\u2019t real, your insecurities peek out through the cracks.<\/span><\/p>\n

When you can achieve that sense of intimacy, you will be very close to that magic 20% that will get you 80% of your communication success.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Vilfredo Pareto (1848-1923) was an Italian economist.\u00a0 He noticed that 80 percent of the land in Italy was owned by 20% of the people, and that 20% of the peapods in his garden produced 80% of the peas.\u00a0 Thus, he invented the 80\/20 rule, more formally known as the Pareto Principle. It\u2019s now a common… Read More »The Pareto Principle<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"video","meta":{"neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","_ti_tpc_template_sync":false,"_ti_tpc_template_id":""},"categories":[967],"tags":[17,88,972,327,973],"yoast_head":"\n