Trust is a two-way street. And it can lead to great things in business. A successful business relationship is built on trust and will develop over time, benefiting both sides.

There are three main areas you should work on to help develop your relationships and strengthen the partnership you have with your clients:

  1. Credibility
  2. Reliability
  3. Intimacy


Addressing these three areas can open up new possibilities for you and your business.

Enhancing credibility

Promoting your credibility with clients relies on your ability to be honest and reliable. Clients will appreciate openness – it’s okay to tell them if you don’t know the answer. Honesty is always the best policy.

Talk to clients with passion and enthusiasm that is free from exaggeration. You love your business, so let it show. Your energy will encourage those around you and over time, will form part of an open and trusting relationship.


Showing reliability

Reliability is based on actions. Only make promises you can keep – we are all inclined to remember the negatives. Do what you say you will, when you say you will do it.

You can earn yourself some ‘reliability credits’ with everyone you meet, straight away. Make small promises and commitments and stick to them. Give people positives to remember.


Developing intimacy

Intimacy happens with time and depends on your openness to it. Getting to know someone and building a stronger relationship over time can be rewarding, beneficial and actually very good fun.

By showing more credibility and reliability on your part, you can pave the way to better relationships with clients. And once you’ve established a higher level of intimacy, it’s easier to keep it that way.

Remember – winning business from a new client costs you 4-7 times more than earning new business from an existing client. Trusted relationships pay off.