The Business of Trust

We’re currently in the process of buying software to support some of our business functions at Secfi. I can’t pinpoint the exact moment of when I started feeling this way, but I just don’t trust our salesperson. Perhaps it’s the repeated “discounts” offered at the end of each month or the forced timelines that are imposed on us, but I’m at the point where I can’t believe anything I hear anymore.

A few months ago I met with a client to discuss potential financing for his stock options so he could save on taxes when his company eventually goes public. He was an early employee of one of the tech darlings that is going public in 2019/2020 so he had a lot of interesting insight into the world of start-ups and growth.

One of many interesting tidbits that he mentioned was that he believes that Secfi is in the business of trust. That always stuck with me and has become one of the cornerstones of my approach when dealing with clients.

Everyday we build trust with our clients by offering free tools so they have more transparency and can manage their equity compensation better. Everytime we speak to a client, we build trust by offering genuine help and advice so they can make the best decision for situation. We want to make sure the client knows that we’re on their side and truly want them to make the best decision for themselves.

I’ve never worked in SaaS sales, but perhaps these people can take a page from our book on how to build trust.