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MARCH 2005

Based on the book : Partnering for Results! by Virginia LaGrossa and Suzanne Saxe. Subscribe to the Newsletter See Newsletter Archive

	Establishing Credibility It is our 15th Anniversary! To celebrate we are offering a special 2 for 1 registration fee for our May 4-5 Public Workshop!  Sign up now to take advantage of this special offer.		Establishing credibility involves more than having the right credentials or impressive degrees hanging on your wall.  In today’s competitive business environment, these are considered basic qualifications—they are expected and they do not automatically establish credibility.  Nowadays, credibility is something that is earned and once you have it, you can have more productive discussions around issues and solutions. Establishing credibility takes dedication and determination.  Below are a few areas we suggest you focus on that will help you establish your credibility:  Increase your customer competence:   Knowing your clients business issues and pains will help you establish your credibility.  Do research before you meet with your client.  Understanding the link between your services and your client’s business strategy and needs will help you create a winning value proposition and establish credibility. Develop effective communication & listening skills:  Communication plays an integral part in developing business relationships and credibility.  Your ability to listen and communicate effectively enhances your ability to quickly establish rapport and credibility.    Maintain your visibility:  You can increase your credibility by improving the visibility of your business performance. Get the word out on your successes—turn project data into summarized, usable information.  Use testimonials, write-up a success story, white paper or contribute an article to your company’s or your client’s newsletter.  Demonstrate your expertise:  Your clients want to know that you are a guru in your field.  You can demonstrate your expertise by sharing your experience, your findings, and how what you’ve learned applies to your client’s situation. Establishing credibility is one of the key steps to building business relationships. We’ve put together a calendar full of additional ideas on how to build momentum in this area. We hope this gives you inspiration and concrete examples of how to get you on your way to establishing credibility with your clients. View Calendar (PDF) If you would like to read our full article on Building Relationships to Gain Momentum with New and Existing Clients please contact us at advanceinfo@advanceconsulting.com.
	QUOTE “Credentials gets you in the door and tying your solution to their needs establishes credibility.”		FIND OUT MORE Advance Consulting is a professional development company that provides state-of-the-art consulting services, workshops, seminars, and speaking engagements throughout the U.S. and internationally. Find out more at www.advanceconsulting.com, send us an email at advanceinfo@advanceconsulting.com, or call us at (831) 372-9444 for more information.