I am an MSP and I want to become a Trusted Advisor.

A Trusted Advisor in the MSP market space is aiming for a long-term relationship, not short-term gain, and not to be seen as just a vendor, or worse still, the IT guy! So surely all TSP/MSPs want to be seen as trusted advisors to their clients, with the obvious benefits of repeat business, referrals, and introductions to your client’s other professional advisors. You do not need to “sell” your products or expertise when you are the Trusted Advisor.

But have you put the time and effort in to be able to understand their business and what they are looking to achieve? Are you a true Trusted Advisor?

Here are a few things you need to do to aspire to be Trusted Advisor (With a capital T)...

1. Build expertise: Develop a deep understanding of your area of focus. Build up your knowledge and skills so that you can offer valuable insights and guidance to your clients.
2. Be ethical: Maintain high ethical standards and always act in your client's best interests. This will help you establish credibility and build a reputation for integrity.
3. Continuously improve: Always look for ways to improve. Solicit feedback from your clients or colleagues, and use it to adjust and refine your approach.
4. Focus on long-term goals: A trusted advisor is focused on long-term success, not short-term gains. This means always looking out for your client's best interests, even sacrificing immediate benefits.
5. Be honest transparent AND confidential: Honesty and transparency are critical to building trust. Always be upfront about your capabilities and limitations; do not be afraid to admit when you do not know something. Equally, confidentiality is key here.
6. Objective Perspective: Trusted Advisors offer an objective viewpoint. They are not influenced by personal biases or conflicts of interest that could compromise their advice
7. Client-Centric Approach: Trusted Advisors prioritize the needs and goals of their clients. They take the time to understand their client's unique situations and tailor their advice accordingly.
8. Communication Skills: Finally, they are effective communicators, able to explain complex concepts in a way that clients can understand. They also listen actively to their client's concerns and questions.

?The different types of client relationships

In the book ?Trusted Advisor , David Maister, Charles Green, and Robert Galford discuss four different types of client relationships, you can evaluate your own stages of relationships using the reference guides below and see where you are and how to evolve. ?

There are four types of relationships that a service professional can have with their clients.

1. The first type involves being seen primarily as a product vendor or someone who performs one-off tasks. This type of relationship is the easiest to master and usually occurs at the beginning of a client relationship. It is an opportunity to introduce and build upon your expertise.
2. The second type involves being viewed as someone who focuses on solving general problems using a range of products and services. At this level, clients begin to see that you possess capabilities beyond the technical skills required to execute the tasks they initially hired you to perform. As a result, you may become a reliable resource and problem solver for more in-depth issues.
3. ?The third type involves being turned to as a professional who can put issues into context and provide perspective. At this stage, your ability to offer advice and identify client issues is highly valued. This can lead to transitioning to the level of Trusted Advisor.
4. The fourth type involves being the go-to person for clients when issues arise. Once you have reached the level of Trusted Advisor, virtually all issues—personal or professional—are on the table for discussion and exploration. You are there (or called upon) for times of great accomplishments, triumphs, defeats, and crises. This level can be the most time-consuming but also the most rewarding.

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Sellerly has been and continues to be a Trusted Advisor to businesses large and small over the years, why not learn from our expertise and experience and join our exclusive Sales Clubs and achieve the success you deserve on your terms, and maximise your potential today. Send us a message to chat more and thanks for reading.