How to Quickly Build Trust with a Client

Can trust be built quickly? Most people say not so fast. That real trust takes time to establish. But when it comes to business and client relationships, most of us do not have the luxury of time.

From the first pitch meeting through to the first months of service, the elements of trust are being tested – and rapidly.

So, how can you build trust fast in order to better close the deal and step into a fruitful and trust-based relationship?

4 Ways to Build Trust Quickly with a Client

1. Be Transparent: Oftentimes, especially during pitch meetings and opening conversations with potential clients – we get lost in the details of trying to say what we believe the client wants to hear rather than what they may need to hear. This can come in the form of overpromising results, flubbing a response to a question you just don’t know the answer to, or trying to skirt around answering another. Being transparent from the get-go will set a foundation of trust in your relationship where when situations truly get tested – your client will be able to trust that you are being honest with them through it all.
2. Respond to Email or Calls Unbelievably Fast: This is a tough one especially in our day-in-age with overflooding inboxes and spam calls stalking our office lines and cell phones at the same time. And yet, the simple act of responding to a query in an (incredibly) timely manner will go a long way. We’re not saying to respond to a late night text – boundaries still need to be set and respected. But we are saying, if you get a call or an email – the simple act of saying “Hi Joe, I’m in meetings all day but I saw you called and will get back to you,” will make a world of difference in building trust.
3. Listen More: All too often we spend most of a meeting with clients finding ways to show our expertise – thereby dominating the entire conversation. Instead, take time to ask questions and listen – even allowing for some uncomfortable pauses – to what they have to say. Bonus points for repeating back their statements later in the conversation with an “I heard you say…” or “What I’m hearing from you…”
4. Get a Lil’ Personal: Try and start meetings with some personal chatter or conversation. If your client shares a fact about their son, Jack playing soccer, check in about Jack’s big game the next time you connect. Just a small effort to show that you listened, remembered, and are involved even in the smallest way makes you more than a vendor – it makes you a part of their team.  

So, what are you waiting for? Go off and start practicing some trust skills today.