Why customer trust is so important
When businesses look to outsource tech discovery to advisors, trust is a huge element of the process. Without trust, it’s hard to be confident with the decisions and suggestions that technology advisors provide. Trust in the advisor’s expertise makes those tough decisions much easier for clients.
That’s why for Conectrix, referrals are so important and are a major part of their source of business. In fact, Patrick said he would rather pay someone to refer a client their way, even if it means making less money, because building those connections is more important to his business model.
Long-term client relationships built on mutual trust are one of the most valuable things in the tech consultancy world.
Why adding value is key to building trust
Technology advisors who are always on the lookout to add value can help to build that trust and the great working relationship that Patrick mentions.
One simple way to add value is to spend time truly understanding the client’s needs. Every business will have different needs, expectations, concerns, past experiences, and budgets to consider. And so, the more you get to know the client, the best your recommendations will be.
It all comes down to asking the right questions, says Patrick.
Meet clients where they’re at now
One of the top things business owners want tech advisors to help them with is finding a security solution. Cyber security is a growing issue across industries, and it’s something that Patrick has seen more of in recent years.
But even in cyber security, there’s no one-size-fits-all solution.
A good tech advisor will work closely with the client to find a solution that meets them where they are currently. This means taking stock of their existing security provisions, their budget, and other needs and expectations to find a solution that fits every client individually.
By putting in the extra work to add value and build trust, you can build long-term working relationships with clients, which is essential for success in such a competitive market.
For more insights from Patrick and the advice he has for other advisors, tune in to the full episode today.
