Make specific commitments to your client around small things: getting that article by tomorrow, placing the call, writing the draft by Monday, looking up a reference. And then deliver on them, quietly, and on time. 2.
In "The Trusted Advisor," David H. Maister emphasizes the importance of making specific commitments to clients regarding smaller tasks. This includes promises like completing an article, making a call, or writing a draft by a certain deadline. These small commitments are crucial in building trust and demonstrating reliability.
Maister argues that consistently delivering on these promises, without fanfare, reinforces a professional's credibility with clients. By successfully fulfilling even minor obligations, advisors can foster stronger relationships and create a foundation of trust, which is essential for long-term success in client interactions.
