Business reputation is built on trust, and you know when you are trusted when someone calls you for advice.
Why Is Reputation Important In A Business?
Because it leads to moments like this.
I have been running Underpin Consultants for nearly five years, and my favourite thing is when a client whose project has finished, rings me up and says “We’ve had this offer for advertisement, what do you think?”
This happened today, so I’m in a pretty good mood right now.
I have had conversations with other marketing people who say ‘you should charge them for that.’
No thanks.
Business Reputation: Why being trusted can’t be bought
In the world of consultancy and business management is built on business reputation, trust is a valuable asset. Over nearly five years at the helm of Underpin Consultants, I find immense satisfaction when a client, long after our project has concluded, seeks my advice. Recently, a client presented me with an advertisement offer they’d received through a cold call because I was quote ‘trusted’.
There is a great joy in being a trusted advisor, and being able to discuss the choice to offer advice without expecting monetary compensation. It took two minutes of my day, and even though it’s contrary to common industry practices, I wouldn’t change it.
I urge all my clients to operate in this way – and here’s why.
The Essence of Trust
Trust is fundamental to any successful business relationship. It extends beyond project completion and into the realm of ongoing support and collaboration. When a client values your opinion and turns to you for guidance, it signifies a level of trust that transcends the boundaries of a contractual agreement. It is in these moments that the true essence of a professional partnership reveals itself and when the time comes, they will turn to you for that next project.
The Joy of Being a Trusted Advisor
As the founder of Underpin Consultants, my most cherished moments are those when clients reach out long after the project’s completion. Whether they have a new opportunity, a challenging decision to make, or an unexpected offer on the table, being the go-to person for advice is a testament to the rapport built during the consulting journey. This connection goes beyond a transactional relationship, fostering a sense of camaraderie and shared success.
Business Reputation: Rejecting Monetising Every Interaction
In a world where time is money, some marketing experts might argue for charging clients for additional advice. However, my approach differs. Besides my own feelings, it is the right thing to do, and is a longer term approach to doing business. Charging for every piece of advice could jeopardise the genuine connection established during the consulting period. By freely offering insights and guidance, I reinforce the trust and goodwill that form the bedrock of enduring professional relationships.
The Long-Term Benefits of Trust
Choosing not to charge for post-project advice may seem unconventional, but the long-term benefits far outweigh the immediate gains. A client who feels genuinely supported is more likely to become a repeat customer and a vocal advocate for your services. Word of mouth and positive referrals can be invaluable assets in the competitive landscape of consultancy.
We’d love to hear from you and invite you to share your experiences and insights. Whether you’re a business owner, consultant, or someone passionate about building enduring professional connections, let’s start a conversation, and maybe provide some free advice along the way. Connect with us on LinkedIn, share your thoughts, and be part of a community that values trust and collaboration. Together, we can reshape the narrative of consultancy. Join us in celebrating the power of genuine connections, and let’s forge a path towards sustainable success. Your voice matters; let’s amplify it together.
