Peter Winick distinguishes between clients who believe you (trust your existing expertise) and those who believe in you (trust you to figure out new problems). The second kind of trust is rarer and more valuable, even when you haven't solved that exact challenge before.
Hi there, it's Peter Winick. I'm the founder and CEO at Thought Leadership Leverage. And here's the idea I want to share with you today, and that's this: clients that you're working with, potential clients that you're working with, could perceive you in one of two ways. Way number one, pretty standard for a thought leader, for an expert, for an advisor: I believe you, right? You've got the gravitas, you've got the expert, you've done the research. This is your domain, this is your sweet spot. Of course, what you say is so. Of course, you're going to be able to help us get through this situation, figure out this problem, get to the other side. And that's fantastic. Now, the other response they might have is, hey, this is a little bit new. These circumstances that we're presenting to you to help us with are slightly different. You may not have solved this problem before. In fact, you probably haven't because it's so new and different, and it's the first time we're We're being presented with this issue, but what they're saying to you is, I believe in you. I believe that you will do what you need to do and apply the expertise that you have and learn what you need to learn so that you can take us to the other side. So, the question, the challenge I have for you today is this: how many of your clients believe you, and how many believe in you? Right.
