5 Ways to Quickly Build Trust with Your Client

Trust is the foundation for every business relationship, be it sales, negotiations, joint ventures or any business deals. Without trust, there will be a lot of guessing, checking and backstabbing.

As a trainer or consultant, it'd even more crucial that you can build trust quickly for someone whom you are meeting for the first time. There are 5 quick steps that you can apply in most situations. Today we will touch on the first two steps:


1) Be sincere – telling the truth

While this may look like the obvious, it is not commonly practiced.

Always tell the truth. Look into their eyes and mean what you say. Let them know everything, including the good, the bad and the ugly. If your solution or whatever you are proposing is not a perfect fit to their problems, say so.

Remember, at all times, the interest of your clients should be your top priority. Once your client discovers this, he will gladly transfer all the business from your competitors to you.

Just a side note: Sometimes, there may be a difference between your client’s interest and your client’s organization’s interest. In this case, your priority should always be helping your client, within legal and moral limits.


2) Build credibility – what is your credential as a trainer?

We live in societies where people respect authorities and experts.

Experts are people who know a great deal about a subject matter. Authorities are people who have the power within a certain scope. In either case, people listen to them.

What you need to do is to position yourself as the expert and authority of your field. For example, if you are a sales trainer, do more research on different sales strategies and techniques. Or if you a trainer specialising in team building, write articles on that subject and send to magazines and newspapers.

Carefully draft a good write-up for yourself. How long have you been in this business? Who are the prominent clients that you have done training or consultancy for? (If it is not a violation of confidentiality to disclose.)

Communicate this information to your clients in every way you can think of … flyers, leaflets, advertisements or even subtly mentioned some of these yourself.

Remember: Communicate, communicate, and communicate!


Watch out for the continuation of this article tomorrow!


Article is contributed by Tan Teck Beng, Certified Professional Trainer, IPMA (UK). To find out more about the Certified Professional Trainer course, or to register for a free introductory seminar on training as a profession, in Singapore, Kuala Lumpur or Shanghai, email jessica@qscasia.com, or visit Website: http://www.CertifiedProfessionalTrainer.com