Why admitting flaws makes people trust you more

One of my favourite TV moments comes from The Office (UK).

David Brent is reviewing accountant Keith’s self-appraisal and says:

‘Under weaknesses, Keith, you’ve put eczema.’

Gets me every time.

Thankfully, we seem to have stopped asking the ‘What’s your greatest weakness?’ question in interviews, after years of hearing ‘I’m a perfectionist’, ‘I work too hard’, ‘I care too much.’

Yuck.

But here’s the real question.

What if there is a genuine weakness in your product, service, strategy or experience – and you need to mention it?

Is there a right time?

Yes.

Research shows people trust and like you more when you put the weakness up front, rather than saving it for the end.

This weakness-first approach works brilliantly in everyday communication.

Compare:

I’d love to come to your party, but I’m afraid I have a prior engagement.

(Ends on a low)

I can’t make it that evening, but I hope you have a wonderful time - I can’t wait to hear all about it.

(Ends on a high)

Compare:

We’re pleased with the momentum this year, but unfortunately we won’t hit this quarter’s target.

(Ends with the negative)

Unfortunately we won’t hit this quarter’s target. However, we’re pleased with the momentum this year and confident we’ll get back on track next quarter.

(Ends on a high, future-looking)

Same facts, but a different order. And a very different feeling.

So give it a go and let me know: did you ever have to answer that interview question? What did you say?