That’s a term used by almost every IT service provider on the planet. The problem is, too many companies seem to toss it around as if saying “We’re your Trusted Advisor” is enough to make your customers loyal followers.
There are two key components to being a “Trusted Advisor”:
- Trust – can your customer feel confident (just another word for trust) that you have her best interests in mind?
- Advise – will you provide valuable, relevant advice for your particular customer’s needs, and guide them when they go astray?
If either of those components are missing from your service organization (it doesn’t matter where – Sales, Professional Services, Managed Services, or Marketing), then your customer is going to view you as nothing more than the stereotypical used car salesman.
Would YOU buy from this guy? Didn’t think so…
The good thing is, it’s really not difficult to become a “Trusted Advisor”, and if you do it right, you can bet your customers will love you for it.