Whether in business or your personal life, trust is paramount in relationships. People want to do business with people they know, like and trust. A trusted partner is one who attaches mutual respect, accountability, and success to the relationship – one who understands the importance of making an emotional connection and treating you like a friend.
What makes someone a trusted partner?
A trusted partner is someone you can bounce ideas off, look to for advice, and most importantly know that you and your success are paramount. He or she delivers, communicates and is interested, genuinely interested, in you and takes responsibility for the client’s success.
A partner who has a vested interest in you and your business will:
- Ask the difficult questions to identify the pain points that drive needs and understand how it will affect the enterprise, and
- Engage subject matter experts, other partners, take the time to support you in all aspects of your needs, and
- Not sell you a solution that is not the right fit, but rather point you in the right direction even if it means no sale.
Instead of responding “yes” immediately, this person takes the time to understand what you’re trying to accomplish, going far beyond the typical sales process with questions of budget and timelines, asking questions like:
- What are you trying to achieve?
- Who does this affect?
- Are there other initiatives ongoing or in the future this will involve?
- What are your long-term goals?
- Have you thought about…?
- Does this meet all your business requirements?
This relationship should be one which you nurture and grow. Transparent, honest, open lines of communication and consistently getting involved early while sharing one vision will make this type of partnership a reality. It takes work from both you and your customer. You need to be consistent, credible, knowledgeable and “in the fox hole” with them. Say what you mean and mean what you say.
If you can’t call your vendor, supplier or partners and discuss your needs, look for advice and discuss goals – trusting they are not just trying to get the sale – THEY are not a trusted partner. If you are not able to have a conversation outside the immediate need, ask the hard questions or get time on their calendar – YOU are not a trusted partner.
I believe the only way to effectively succeed in business is to build not only partnerships, but trusted partnerships with customers, business colleagues, channel alliances, and teammates.
Being an indispensable TRUSTED PARTNER means when clients have a need, even if you don’t always have the solution, it’s your phone that rings.
Vision wants to be your trusted partner. Call us at 866-746-1122.