Your credibility as a thought leader is challenged by a client. How will you address their doubts?

Always good to listen to concerns. Often I find challenges come from people talking to other well-meaning (or perhaps not) people, friends and family. These individuals usually don’t have a clue, and offering their unsolicited advice. One recent example was a client was talking to a bank financial advisor that questioned the ability to obtain an average financial return of 9-12%+ per year, I simply asked the client what the bank advisor suggested, it was 5-6%, and I replied “And that is exactly what you would get if you went with them”. Needless to say the client moved the money, letting me know they were intelligent.

Building Trust When Credibility is Questioned: My Approach as a Thought Leader As a Startup India Business Mentor, I've learned that trust is the foundation of any successful relationship. When a client challenges my credibility, I prioritize listening. I delve into the root of their doubts, whether it's a past experience or a misunderstanding. By actively engaging with their concerns and demonstrating empathy, I create an open dialogue where we can address issues constructively. This approach not only helps resolve the immediate situation but also builds stronger, more trusting relationships in the long run.

Demonstrating your expertise and reliability is integral to becoming a respected thought leader. After actively listening to others, it's time to provide evidence of your qualifications and in-depth knowledge. Share past successes and experiences that showcase your credibility without boastfulness. Highlight insights from projects you've led, innovations you've contributed to, or commendations received from industry peers. Concrete examples solidify your standing as a thought leader. By combining active listening with a well-founded display of your expertise, you cultivate a strong professional presence, inspiring trust and respect and fostering an environment that encourages learning, growth, and collaboration.

As a thought leader, you may think or process problems differently than your clients. I had a client who called a meeting because she thought we were neglecting her program launch! She was used to a huge social media fanfare - lots of posts, graphics, and announcements. However, I’ve helped clients close $20k-$100k in a weekend without a huge social media campaign. I explained my process and why Low Key Launches can be extraordinarily effective. She decided to trust my lead and ended up having 20 attendees and earned over $13k from one day’s worth of work. Transparency is key!

The most honest and authentic part of an individual is their values. Your values must be the bedrock of your career, personal brand, professional brand, and leadership style to build trust with colleagues, executives, clients, partners, and vendors. When your values drive your decisions, offerings, and ideas, you'll address objections with confidence. When a client doubts, explain why you joined (or started) the company, your passion for the services, and the reasons behind your choices. Show them your values in action, and they'll see the genuine commitment behind your work. Trust follows authenticity and unwavering values.