When a client is reconsidering their choice in their current services provider, or in the process of short-listing a new potential services provider, it is very rewarding to have an “ear to the ground”.

Learning how decisions are made can teach a lot. The 4 Trust Development Factors (Expertise/Authority, Reliability, Communications, Longevity/Time) are very important.

Next, we want to roughly estimate how much time or resources are needed to be spent on the variety of ways to communicate. Decision-makers use at least 6 different sources of information before they take action. Those can include: in-person interactions; professional networks, testimonials and reviews, reputation based on comments from peers and others, website and content, public speaking and white papers, media and PR, and video or audio recordings.

Trust Takes Time
Use that factor to build relationships. It’s easy to be distracted and expect fast results. Let your competition fall into the “fast results” trap.

By growing those connections in human ways, you will be able to “feel” the trust increase.

Client Decision Intelligence sounds complex. It’s really not. Do ensure the right steps have been taken and the client development will flow. It will feel right when the average client is more enjoyable to work with, takes less effort to gain their business, and they are more loyal.

Analysis of comments about our clients brought out the phrase: “Trust originated in a pre-purchase conversation” very frequently. In a recent review of 7 important segments for us included the insight “trust growth events” across all 7 segments. Those are examples of the great guidance available.

Are your decision-makers ready to learn the insights that comes from in-depth conversations about your firm, and comments about those same decision-makers?