Credible Authority and Trust: Two critical aspects of building successful long-term client relationships

Here’s the truth. To build these successful relationships, you have to be a credible expert, and you must have their trust.

First, you have to establish yourself as a credible authority with potential clients. When meeting with them for the first time, make sure that you leave a little bit of time to chat beforehand. That way you will be able to indirectly give them the resources that make you a credible authority. They will be more likely to listen to you if you have that authority established even indirectly before you begin to discuss business.

Ex.: “Where did you go to school? … (Conversation) … I went to the University of Michigan.”
(Be curious about them, and you’ll also get a chance to talk about your own history. Take the opportunity to impart what makes you an expert.)

Second, be honest. If you’re selling a product or a service, tell them a real potential issue with your product or service up front. Show them your willingness to be authentic. That way when you talk about the benefits of your product you will be more credible.

[bctt tweet=”To build these successful relationships, you have to be an actual expert, and you must have their trust.” username=”izoldat”]

Ex.: “The Peace Corps: The toughest job you’ll ever love.”
(They’re honest up front with the challenges of serving.)

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