How to add value and gain the trust of a consulting client

There is a simple way to gain people’s trust. And I say this without any intention of manipulation because it is something that comes naturally: listening. 

There is always a certain type of client that scares me a little. Those who talk a lot and barely let you talk. Yesterday a potential client called me and said, “Do you have time to talk?” I really didn’t, but I said, “Yes.” Almost 45 minutes later we were off the call. 

I have been able to empathize with the person who told me her story. An entrepreneur who had a father like me who needed care for advanced dementia who at the time did not find the appropriate service and who now has set herself the mission of setting up an intermediary service for caregivers and people who are looking for this type of help for their loved ones. 

She has gotten into this without having any idea of ​​what it means to set up a platform of this type. After having invested thousands of euros, she still hasn’t achieved the desired result. She is somewhat desperate and this is something where I want to help, but I don’t want to charge too much for it either because I’m not a magician who miraculously eliminates all problems. 

Listening is a key, but only the first one. 

Then comes the part of showing interest. But it has to be real interest. That’s what comes up sometimes. We have a potential partner at AGP that has a product that I wouldn’t have considered, but now that we’re thoroughly analyzing it, we’re getting involved at the product development level with ideas to continue improving it.  

And that is not enough or lasting either. Then comes the work. 

Work in a detailed, appropriate and precise manner. 

I have already spent more than two days creating a business plan for AGP and at the same time creating the content for it. It is precise content that is also accompanied by the necessary professionalism. 

To close today’s post, no, you don’t have to work miracles to gain trust. You have to do things that people would do because consulting clients are human beings like you and me with basic needs. 

They need someone to listen to them. Someone who is truly interested in what they do. Someone who is involved in creating work that adds value in content, but also in form.