Whether you’re an employee, a CEO, or an entrepreneur, today’s business landscape is unlike anything of the past. Everyone has had to learn how to adapt their businesses, industries, and even work methodologies, in order to succeed in the era of COVID-19.
All of this uncertainty had led to issues with clients: many clients are not sure who they can count on in the business world, because there is so much uncertainty. If they put their dollars and trust in you, how do they know your business won’t fold?
Financial and real estate expert Jacques Poujade has been navigating these issues during this time, and now, he’s sharing his experience, and three ways to earn clients’ trust during these uncertain times.
Jacques, how did you become an expert in your field?
I definitely feel as though anyone can become an expert, if they’re willing to put in the work and be consistent. In the beginning, I prioritized my education and made sure my degrees were going to help me get to where I wanted to go.
I got my Bachelor in Commerce from Concordia University before earning my Masters in Finance from McGill University in Canada. Then, I started my career in finance with a supervisory position in Coopers & Lybrand.
I moved around a decent amount, staying at places long enough to gain experience and contribute real value.
Where else did you develop your skills?
I served in a few other firms before landing at LendPlus, where I’m now a managing partner. I worked at both the First National Bank of Boston and Zimcor Group.
I feel like having these experiences helped me not only develop into the professional I am today, but I definitely had to learn things the hard way while I was growing. And I definitely learned a thing or two about earning clients’ trust, which has been helpful during these times.
What is one way you can earn a client’s trust in uncertain times?
It’s really crucial that you deliver on your promises, that’s always my first tip, even to myself. It can be easy to make grand promises, and even make them wholeheartedly.
But it’s even easier to get in over your head and fall short of those goals. Make sure you’re only promising things that you can actually deliver, so that they can grow confidence in you.
Be really transparent. I think that is the most important way to earn trust in these uncertain times.
If you’re not running on all cylinders, if you have reduced staff, if your services are slower than usual, make sure you communicate that to your clients. Everyone is running on reduced capacity and working with more limited resources.
Your clients may be more understanding than you think, but you have to loop them in.
And a third way to earn a client’s trust?
Incentivize them to trust you, especially if they’re new. You can’t expect clients to want to trust you for no reason, so you have to demonstrate your commitment to the relationship.
Think of incentives as an investment. Whether it’s a free week of service, a gift basket, or extra services included, show you clients that they should want to work with you.