ILTA marketing and business development white paper: Making it in to the circle of trust

Do you want to gain new clients and keep the ones you have? Then you can’t overestimate the importance of respect.

It’s a commodity which can get you “over the line” in a myriad of personal and business situations.

Of course it’s easy to talk about respect, but harder to build it. It can’t be forced, but there are several building blocks.

One of the foundation stones is making people feel valued and important. In a professional context, one way this can be done is by making clients feel you’re listening to them, so if they’ve told you something which matters to them, you should remember it.

You can also make clients feel important by showing you know them; where they work and what they work on are good places to start. It’s also key to acknowledge feedback and realise when things haven’t gone as well as they could have. If for whatever reason you have delivered less than excellent service, it goes a long way if you make a
conspicuous effort to make it up to clients.

Tikit’s Commercial and Marketing Director, Simon Elven, recently wrote an article for ILTA’s Marketing and Business Development white paper, in which he discussed how properly applied and used, client relationship technology can prove very valuable in helping individuals in the firm to build respect and trust with their audiences. Click here to read the full article.