THE TRUSTED ADVISOR DOES NOT HAVE CUSTOMERS – THEY HAVE CLIENTS.
You have probably heard that old saying “the customer is always right”. Sadly, most service businesses are stuck inside this paradigm with their services and offerings being bought and sold like items on a grocery store shelf.
In this situation, the business has a limited ability to differentiate and is often competing against many other businesses for potential work with little loyalty and limited relationship.
The shift that is required is to move from this “off the shelf” mentality to a place where the organizations you work with recognize the value your business brings, as they do with their accountants, their legal advisers or other parties who similarly provide expertise to support their operations.
This shift provides huge value to both the client and your business, as you work to provide solutions that are timely, measured and responsive to their real needs.
THIS IS THE VALUE THE TRUSTED ADVISOR PROVIDES.
“The more people you help and the more value you create, the more your business will fly – and the quicker you’ll win.”
— Robin S Sharma