People know that this is your domain. They know you see countless exchanges just like this one every single day. They trust your expertise. And, most importantly, they trust this more than they want to entrust themselves with the responsibility of deciding.
I agree, from experience. I’ve also learned that people trust you better when they know that you understand their innate challenges.
Guess that comes back to understanding their needs, and articulating it such that they believe you know what they’re really looking for.