How reliable are you? Clients expect that you are going to do what you say, and they should. There are not many businesses that are built and sustained on one-time purchases. Most businesses need repeat customers and they need those repeat customers to tell other people about how great their business is. Your business is no different in this respect than your client's businesses are. When clients learn that they can count on you, that you are reliable, they will have a great level of trust in you and what you offer. There exists in every prospect some level of distrust. You can use this to your advantage if the prospect knows that you will be reliable. There is a level of reluctance that is a part of considering the purchase of anything. Before the purchase we all ask; "What do I do and where do I turn it if I am not satisfied?"
Many companies have built their business on mitigating the risks associated with doing business with them by making clear how reliable they are in the event the purchaser is dissatisfied. When you make it clear, by your actions, that you are reliable, you take a giant step in building confidence so that buying from you is something that is worth seriously considering, because you have established that you are going to be there to help your client in the event that something does not meet expectations. One of the critical steps in establishing your reliability is to openly manage expectations during the selling process. Promise only what you are certain you can deliver.
When you say you are going to do something, do it and do it on time. Become someone that can be relied upon before you enter into a business relationship. You will enjoy and benefit greatly from building relationships where you and your clients can be relied upon. Reliability is a two-way street.
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