Updated: Mar 17
Becoming a trusted advisor is a goal all of us should have. A trusted advisor will have a great relationship with their client, and their client will be loyal to their company. This means that your client will trust your company to do a great job, ultimately leading to more spending and the possibility of more business through referrals. However, you cannot rely on your company’s work alone to become a trusted advisor— many companies do great work. Being a trusted advisor is what you, as a person, can bring to the table; the qualities you possess can make or break your B2B relationships. Follow along to see what characteristics you need to become a trusted advisor!
1) Be committed.
Like any relationship, you need to commit to your client. They put their trust in you to achieve their goals, so you must help them to the best of your abilities. Demonstrate your willingness to help by scheduling frequent appointments and check-ins, and be available during the workday to answer any questions or concerns your client may have. Moreover, you also should be genuinely interested or passionate about their work. If you do not care about your client’s problem, they will know. Consider how you would want a company to treat you; you would not want them to seem unenthused about a problem you are having. Be caring, considerate, and above all, committed to your clients to become a trusted advisor.
2) Be open to feedback.
Whether you like it or not, we all make mistakes. It is bound to happen in business. However, try not to get defensive and instead listen to your client’s concerns and frustrations when you make a mistake.
Additionally, if you have a suggestion that your client is against, listen to their reasoning. The last thing you want to do is get angry at your client, leaving them feeling disrespected and unhappy with your service. Part of being a trusted advisor is seeing eye-to-eye on your client’s business goals, and if you cannot agree on any decisions, then you will struggle with becoming a trusted advisor.
3) Be honest.
You have to follow through on your promises— people always say to underpromise and overdeliver. Create realistic goals for yourself and your client; you have to be honest with your abilities and your client’s goals in order for your relationship to be successful. If you cannot be honest with your client, then your relationship will not have trust. Therefore, you cannot be a trusted advisor.
4) Be credible.
You need to know a lot about your client’s industry and company. If you are knowledgeable in your client’s industry and company, then they will be more likely to trust you and even seek out your advice. Not only that, you will seem interested in their field and clients will feel more at ease with trusting their company with you. Beware of arrogance, though! That is an assured way to turn off clients from you.
5) Connect with your client.
Lastly, it is essential that you are friendly and personable with your client. While there needs to be professionalism in the relationship, you should also show interest in them outside of work. Your genuine interest will make your client feel valued and they will want to continue their relationship with you.
Furthermore, you should never put a deal in front of your client. It may be tempting, but the rewards you will receive as a trusted advisor will not outweigh the short-term benefits of some deal. Your client is more than a number, so treat them as such!
How do you make your clients feel valued? Comment down below! After that, follow us on Linkedin at “Encompass-CX” for more blogs and other updates.
Co-written by Alexis Audeh