Even in this time of massive upheaval to your accountancy firm, you still believe in your firm and your products and services.
However, this is all in vain if your clients don’t… and they’re not going to part with their hard-earned money if they don’t think you are credible.
Now more than ever you must take the credibility of your firm seriously, especially when competition to survive is going to be tough.
Credibility will give your firm the edge over the competition and could mean the difference between success and failure.
It’s very easy to tell your clients or future clients how good your products and services are, we’ve all heard and seen the sales talk… it’s faster, it’s stronger, it lasts longer… we care more, we listen more, we work harder for our clients…
But to really believe any of this, your clients need more than words, they need actions.
“Talk is cheap, actions speak”
It’s because talk is cheap that your words may not be believed.
As Tom Wanek said in his little-known, but highly valuable book ‘Currencies That Buy Credibility’
“Trust is a language that does not rely on words”
Words just aren’t enough when it comes to gaining the trust of your clients. They need proof that your product or service will deliver what you are saying.
So, it pays to take the time to invest in Wanek’s suggested 6 sources of credibility.
But don’t just believe me when I say credibility is vital to the future of your firm - learn from 2 real-life examples.
- Otis proved the credibility of his lift when he cut the rope to prove his elevator brake worked, even more impressive is that he was stood inside the lift high above the crowd at the time.
- Richard Davis proved the credibility of his bullet proof vest when he shot himself point blank to prove it really did stop bullets…
They invested their time and money in their products, but then risked their reputations and safety to demonstrate that their talk was not cheap. Their actions clearly demonstrated the credibility of their products and gave them the competitive edge they needed to secure the future of their businesses.