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The Trusted Advisor

The Big Idea

You might now be asking yourself the question, “What benefits would I gain if my clients trusted me more?” After all, trust might seem like a small thing compared to all the other concepts you must grasp to be successful in both business and your career.

Here are just few of the benefits you gain when your clients trust you more:

1. Your clients will reach for your advice.
2. Your clients will feel more inclined to accept your recommendations.
3. Your clients will respect you.
4. Your clients will share more information.
5. Your clients will pay your bills without question.
6. Your clients will refer you to their friends and acquaintances.
7. Your clients will forgive your mistakes.
8. Your clients will protect you when you need it.
9. Your clients will warn you of dangers.
10. Your client will trust your instincts.

The Trusted Advisor

You must do what you can to get your clients to treat you like a trusted advisor. To become a trusted advisor, you must evolve from merely being a vendor (subject matter or process expert) to a subject matter expert with other capabilities that are not directly related to your original expertise.

It is when your client finally realizes that he or she can call on you when deeper issues or problems occur that you become a valuable resource. The next step is when the client is able to come to you on all issues (sometimes even personal) to listen to your advice, recommendation or commendation. This is when you become a trusted advisor. . . . . . .