When it comes to growing your client base, you're likely familiar with the usual account management and sales processes. But what if we told you there's a game-changing approach that can supercharge your success without the need for complex programs?
Sales expert Neil Rackham, known for SPIN Selling, once said, "Without trust, no sales process will ever be effective. They go hand in glove." Clients choose you because they trust you. It's not just about what you sell; it's about the trust their peers, team, and superiors have in you.
How to develop a client trust strategy? It’s your usual major account planning with a powerful trust lens.
So, how do you go about building a client trust strategy? Here's a step-by-step guide:
Identify Key Individuals: Pinpoint key figures, including board members and peers, and create a trust-building plan for each.
Assess Trust Levels: Evaluate the client's trust in each of The Six Buckets of Trust®. Partners and Business Developers excel at this.
Focus on Priority Trust Buckets: Determine which Trust Buckets are crucial to fill, prioritising them over time.
Define Trust Triggers®: Identify positive aspects your firm, sector/practice, partners, and team can be trusted for – both in messages and behaviours.
Plan Channels and Timings: Strategize how to build the right trust by defining channels for different trust drivers and assigning responsibilities among team members.
What is the result?
You'll end up with a clear, fast-track trust-building plan that not only supports your business growth but also speeds it up. By positioning yourself as the most trusted advisor, you gain certainty in your approach.
Furthermore, your team is empowered to incorporate trust strategies into all business development activities. Trust becomes part of your business DNA.
Engage clients in the trust strategy.
Client insights into internal trust levels can be invaluable. Some may even become part of the trust-building effort, uncovering surprising aspects of trust that strengthen relationships.
TrustLogic® is your pathway to trust-driven success.
Integrating client trust strategies not only enhances client relationships but positions you as the most trusted advisor. TrustLogic® guides you on this journey, making trust a cornerstone of your success.
‘Talking about the specific individual and their trust in us was quite eye-opening. At first a little confronting, but when we saw what trust-building opportunities we had, it was great.’ - Partner, Melbourne.
Check out the www.trustlogic.info/academy for your, and your teams’, quick start.
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