Here’s a quick tip for 2024. I want you to protect your business from something I call ear tickling.
Ear tickling is what a client does, when they dangle carrots in front of you, to fool you into doing far more work for them than you’re paid for. For example, they tell you they’ll want to do more projects with you (in the future), or buy more services from you (in the future) to get more unpaid work from you (in the present).
The dangerous thing about ear tickling is that it takes months, or years, to discover it’s happening to you. That’s because the client’s narrative deliberately points you to a vague point in the future. And by the time you figure out they’re bullshitting you, it’s too late.
How to avoid it
It’s best to safeguard yourself in advance. Successful business relationships require structures. Set these at the very start. Then stick to them. Yes, if a client is in need, be as flexible as appropriate. Otherwise, focus on delighting your clients with your very best work. And bill them according to your agreement. When a client truly values what you do, they will pay for your value.
Does one of your clients seem a lot like an ear tickler?
If so, you need a deadline and some clarification. Ask for a date when you will receive your return for all your extra work. And ask for clarity regarding exactly what that return will be. I’ve found their response, or even lack of a response, will give you a very accurate insight into their true intent.
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