The Trusted Advisor

Building a trustworthy Reputation over time by dealing fairly and honestly is the best way to build Trust.

Unexpected ways to increase your credibility include: Be willing to say “I don’t know,” when “I don’t know” is the honest answer. Express passion for your subject. Communicate with self-assurance: a firm handshake, direct eye contact (when culturally appropriate), and a confident (not arrogant) air.

Did the professionals you dealt with: • Make it their business to understand what was special and unique about you and your company? • Listen carefully to what you had to say and what you wanted, rather than substitute their own judgment for yours on what needed to be done and how it should be done? • Give good explanations of what they were doing

focus on four specific principles governing trustworthy behavior:

Your clients should trust you, and you should trust your clients. For this to happen, you must be genuine. Tell your clients when something is not working out, and let them know when things are going really well. If you communicate openly and honestly, they will be more likely to be open and honest with you.