First of all, there is a golden rule every professional should never forget: an advisor advises, while an entrepreneur (the client) decides.
The client shall have complete faith in what the advisor proposes; such phase is much more related to psychology than business: small and medium entrepreneurs are sometimes moved by initial enthusiasm, which tends to fade once the matter becomes complex; rest assured: international trade will be complex, occasionally irrational, being naturally fit for risk-takers.
What can the advisor do to create a sound and cooperative relationship with the client? Indeed, whereas a top-down strategy is dysfunctional, responsiveness, presence and commitment can do much to secure a robust, lasting and mutual trust between the client and the advisor. In an egg and bacon breakfast, the chicken is a mere supplier, while the pig is tangibly more committed; so it is: there are good and bad days, and facing them together is very important.