What box have your clients put you in? That may seem like an odd question, but it’s extremely important.
You see, a huge part of the way your prospective clients will feel about working with you, is defined by who you already work for.
Allow me to explain
When a prospective client checks your portfolio or testimonials, they get an immediate insight into the size and quality of clients you’ve worked with. If you’ve worked for clients who failed to give you the freedom you need to do great work, this too will be super-visible to prospective clients. Your clients will have placed you in the average box.
Equally, if you allow yourself to work for clients who don’t pay you on time, you will always have cash flow problems. This leaves you constantly desperate for income. Prospective clients can smell desperation a mile off. They will either be put off working with you or they will use it to drive your fees or prices down. Your clients will have placed you in the needy box.
Pick your clients and choose wisely
Working for anyone who will pay you fails you in the short term (you’re miserable), the medium term (you’re not fulfilled financially or professionally) and the long term (the process keeps looping). This is how negative cycles are created and allowed to persist.
Yes, it’s tempting to grab whatever work you can get. However, it’s not the solution.
This could be…
How to set up a positive cycle
Thankfully, the opposite is also true. When you work with great clients, on inspiring projects and your time is valued, it places you in the VIP vendor box.
Prospective clients see that you work with great people. They see the projects you’re involved in. They draw the conclusion that people like you don’t come cheap. You then attract more great clients, you get paid what you’re worth and this too creates a cycle.
A great, profitable and enormously rewarding cycle!
What’s next Jim?
Here’s a free, 3 part series I wrote for you, on how to work for the best clients and the highest fees:
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