How to Build Trust Without Milestone Payments

I turned down upfront payment from a client.  Here's why it was the smartest business decision I ever made. Last year, I worked with someone who struggled with public speaking. Fast forward 6 months → She's now anchoring and hosting major events. But here's where it gets interesting... She was so impressed with her transformation that she invited me to train at CII (Confederation of Indian Industry), one of India's most prestigious business platforms. During that session, something happened. A participant approached me afterward: I need to work with you. Communication, confidence, everything. I'll pay right now. How much?" My response shocked her: "No advance payment. Only when we begin." She thought I was crazy. My friends said I just threw away easy money. Here's what I knew that they didn't: ✅ Word-of-mouth referrals beat cold pitches 10:1 ✅ Trust builds stronger relationships than transactions  ✅ Confidence in your value speaks louder than desperation  ✅ The right clients appreciate boundaries, not pushy tactics The result? She became one of my most committed clients AND my biggest advocate. That "no upfront payment" moment? It positioned me as someone who delivers first, charges later. The lesson for every service provider: Stop chasing payments. Start chasing transformation. Your confidence in your own value becomes your client's confidence in you. Have you ever taken a "risky" approach that made everyone doubt you? #ClientRelationships #BusinessStrategy #CommunicationSkills #ProfessionalGrowth #Entrepreneurship

Client touchpoints shouldn’t feel pushy. They should feel like what they really are: Building real relationships. But many client-facing professionals hesitate to follow  up, worried they’ll seem self-serving. But here’s the shift: When your touchpoints come from generosity, following  up feels: ✅ Natural ✅ Helpful ✅ Human Need to follow up with a client soon? Here are 7 of my favorite trust-building touchpoints that  don’t feel like “selling”: 1. Ask for their perspective → “What shifts are you seeing in your market?” → Let their insights guide your next step → People love being asked what they think 2. Make an introduction → Connect them to someone who can help → Be specific about the value on both sides → Follow up later to see how it went 3. Invite them to something meaningful → A small dinner with peers they’ll enjoy → A virtual panel on a topic they care about → No pitch. Just people they’d want to meet 4. Offer a Give-to-Get → “Want to spend 30 minutes tackling that challenge?” → Share helpful ideas, no strings attached → Let value lead to the next conversation 5. Congratulate and recognize them → Repost their big news with a kind comment → Mail a handwritten note (or flowers!) → Celebrate the personal wins too 6. Send a helpful article → Share something outside your company blog → Add a quick note: “Thought of you when I read this.” → Make it clear you’re thinking of them 7. Send a thoughtful “just because” note → “What you said in that meeting stuck with me.” → Mention their new puppy or kid’s graduation → Yes, snail mail is still magic In the end, it’s not about being remembered. It’s about being helpful. When you show up generously, without pressure, you’re  not just keeping in touch. You’re building something real. Pick one. Try it this week. Let me know how it goes. ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. Want the full infographic? Sign up here: https://lnkd.in/e3qRVJRf 

If you have to “sell” hard… It’s because you didn’t teach well enough first. You’ve heard the advice: “Give value for free.” Most people think they’re giving value. They’re not. They’re holding back. The fix? Make your free content so good...it feels like it got leaked from behind a paywall. Here’s how I'm putting that into practice: --- (1) Outreach I don’t cold pitch. I do free consulting. For example, if I'm reaching out to a prospect: → I'd spend 30 minutes researching their site, funnel, and email opt-in → I'd send a 90-second Loom showing where they’re leaking leads (and how to fix it) → I'd end with a simple "Happy to help." Why does it work? Because I build trust before asking for anything. I'm educating without hard selling. (2) High-value lead magnets “Subscribe to my newsletter” converts at 1–2%. My educational email courses? 15–20%. Because the value trade is crystal clear: • you give me your email • you get a structured, 5-day lesson plan • you know what you’ll learn, when, and how it helps It’s a mini-product that educates and builds belief. Instead of... "Give me your email in exchange for me sending you emails whenever I want." (3) Content I give away what feels like the "secret sauce" for free. People don't pay for information anymore... They pay for: • implementation (done for them) • speed (faster than doing it alone) • customization (specific to their business) Give away the thinking. Charge for the doing. If your free content creates wins, the sale's already halfway closed. They already trust you. They’ve seen the value. Now they want you to help them execute on it. --- This is the game. Most businesses guard their knowledge. I use mine to build trust at scale. P.S. Like this breakdown? Follow me Aldis Ozols for more on social selling and building trust through your personal brand.