I’ve been having a lot of discussions with clients, colleagues and team members lately about trust.
We’ve been discussing questions like:
- How do you define relationship?
- As a business leader, what leads to trust for you, and why (with your vendors and partners)?
- As an organization, how do you build trust with clients and potential clients?
Today, I have a similar question for you to ponder:
Why are you looking to build trust with your clients and potential clients? In other words, what is your intention?
Are you looking to build trust to make a sale? Or are you looking to build trust to nurture a long-term relationship?
The sale is a RESULT of trust, not the catalyst for it. A sale, for the sake of a sale, is a short-lived transaction that rarely results in rich relationships.
What kind of relationship do you want with your clients?