How to earn and deserve client trust (Follow-up, Follow-up, Follow-up):

How to earn and deserve client trust (Follow-up, Follow-up, Follow-up):
The way most clients choose professionals is identical to how most people choose their friends.

Clients go with providers that:

- Make them feel at ease

- Make them feel comfortable sharing their fears and concerns

- Can be trusted to look after them as well as their transaction

- Are dependably on their side

- Make them feel good about them.

Don’t have to be the clients best friend but open to developing long-term professional relationships. Is rewarding and beneficial for you.

Work-hard to find the area of mutual interest.

Need Questions and Conversational Guile – Put person at ease and encourage them to engage in talking about themselves. Think about follow-up questions all the time to encourage them to keep talking and try exhibit a genuine interest. Having felt comfortable talking they will enjoy the time spent with you and look forward to the next.

E.g. Ques: What do you like to do in your spare time? Ans: Mountain Climbing. Follow-up Qs:

Where do you go? Do you go alone? What got you started?

It’s not by trying to impress but by asking questions and being genuinely interested and asking follow-up questions. Can make this into a fun challenge!!

Common fallacy: Do not show weaknesses in that you don’t know something. Wrong. Letting people help you or asking people to explain why and how they do things is how to build relationships. They feel good about the fact they can help and feel more of an equal. "Can you tell me about? Can you explain to me? Maybe you can help me with?"

Make people want to be with you and trust you by – Not making them feel good about being with you but rather making them feel good about themselves when they are with you.

The Follow-Up – is also good not only as follow-up questions but also after an event, after someone did something for you as a thank you, after a discussion as an article link to back up what they said…

Exercise this genuine interest in what others say and follow-up to their actions and wanting to share time with them and making them feel good about them as often as possible and consistently so it appears genuine.