Jan 22, 2018
You might be your own worst enemy when it comes to getting and keeping clients. Chances are if you're doing one of these 5 things, you probably don't even realize it, so you'll repeat the mistakes over and over again. It's a provocative thing to suggest. You might even be offended, but it's time to ask some hard questions about why you're not getting, or keeping, clients. We'll also talk about how to address those problems.
Talking too much
When you meet with a prospective client, or even an existing client, it can be easier to talk too much. If you're doing even half of the talking, it's probably too much. If you talk too much trying to sell your solution to their problem, you're minimizing the chances of you getting the work. If you do manage to get the gig, talking too much hurts your chances of getting rehired. Michael explains how to ask and listen.
Not doing the work
We want to buy lists, download freebies, find shortcuts that will tell us where to find clients. We want someone to point at who we should work with, and someone to tell us how to get them to say yes. There's an Internet full of freebies, lists, and advice, but the simple truth is that you are the only one who knows your expertise, and you're the only one who knows what kind of clients you want to work with. Michael gives you a few starting points. It's up to you to do it.
Not knowing the problem you solve
People often get caught up in trying to solve problems because they can, not because they should. Or worse, admitting that they can't do something. When you try to be everything for anyone, you're watered down and pulled away from the people who really need you. What are the top three problems you're best at solving? Figure that out before you approach another potential client.
Lack of confidence
Imposter syndrome. It's a buzzword. And it's real. It can sap your confidence, which saps your clients' confidence in your ability to solve their problems. With that said, you can't walk into a situation with the arrogant attitude that you know it all and no one else does. But if you can't guide your clients with a firm but respectful hand in solving your problem, they won't want to work with you again. Michael explains how to walk the fine line.
We are bright and creative people. Sometimes we create problems, too. Have you ever gotten that blank look from a client when you're losing track of your own thoughts while talking? Or you asked them a super complicated question that required clarification from you? What you're actually doing is talking yourself out of a sale. Rather than solving their problems, you're creating more. And a simple truth is this: most problems people face will surprise you in their simplicity. Michael gives some advice for how to talk to clients and keep it simple.
Review the last three conversations you had. How did you do on a scale of 1 to 10? Do you see any repeating mistakes from the list above? If so, how can you do better in your next conversation, using the advice Michael has given?
If you find communicating your value to clients challenging, download the free Value Calculator that will change the way your clients see you and give you the confidence you need when you talk to them.