In 2001, Charles Green published a formula for building the most valuable sales asset – the trust of your customer. The ‘Trust Equation’ provided the secret to becoming a ‘Trusted Advisor’, a role that became the ultimate goal of service providers across the world. Twenty years later, over-use and abuse of the term has turned it into just another piece of meaningless marketing-speak, used too often by businesses whose advice and trustworthiness are questionable.
Claiming trustworthiness of a company may lack credibility when it comes from that company’s salesperson. But what if it comes from the customer? It’s a rare event and, for all the reasons above, it stands out as something special. Someone who knows is Matt Phillips.
Matt heads up IT Champion, one of a new breed of dynamic, IT support teams addressing the surging demand for business services delivered by cloud and Internet access.
Matt explains: “Reliable Internet access provides the foundation for everything we do. Network performance controls the productivity of our clients, defines the quality of their customer services and, above all, reflects on our reputation.”
“We work with Optinet because we trust them. It’s as simple as that. Trust is earnt, not bought, and after 5 years we have the confidence to trust Optinet with our reputation. We know Optinet will get it right first time. That means we spend less time trouble-shooting and more time working with our customers on more positive things, like introducing new technologies and planning new projects.”
“It also means we can offer a ‘Zero Risk Guarantee’ – money back if you have issues within 90 days. It’s a unique offer but it works only if you have complete trust in your technology partners – none more so than your network provider. Ultimately, I’d trust Optinet to pack my parachute. I trust them the same way that our clients trust us.”
