When starting off with a client… NOT asking the right questions can can lead to mucho pain and suffering.
The answers you get — and the decisions you make because of them— can mean the difference between a successful and happy client relationship… and a jolly painful one.
I know it’s super-easy to get focused on WHAT clients need done.
But to avoid significant problems when meeting clients for the first time…
It’s NOT digging more into the WHAT they want done…
Instead it’s about understanding the WHY that underlies it.
The key question is…
WHY do you need my help with this?
Reason being…
Client motivation plays a HUGE factor in the projects you do for them. In the relationship you nurture. And in the financial rewards for the work you do.
If the answer to “Why do you need my help with this?” is… “Because we’re too busy”…
Then it waves a red flag that they could be thinking they can do the project themselves… if only they had the time.
Think about that.
Sure, some clients have the chops. But most don’t.
But they’re thinking they can do what you’ve spent much time and effort learning and mastering.
It’s along the lines of thinking that good email marketing is simply throwing something into Mailchimp and clicking “Send.”
If I get an answer to the WHY question that indicates that kind of thinking… I’m already eyeing up the exits.
Because there’s a high chance you’ll forever be seen as a low-paid, replaceable vendor.
When it’s time to increase your rates or give strategic advice. It’ll be an uphill battle. Or you’ll be gone.
But there’s another answer they might give.
If it’s along the lines of… “Because we don’t know how to do it.”
If you’re hearing that then you’re talking to someone who will most likely value your expertise.
They’re looking for help. And you can become the trusted advisor who can provide it — and work the magic they need.
Although, there’s caveats to all that…
Like if they really ARE flat out and need extra support. And DO in fact value the service you offer.
Or you just need the cash and are prepared to tough it out.
So it’s case by case.
But thinking about “WHY” prospective clients want your help… can give you a much better perspective on where they’re coming from…. and why they want you involved in their business.
It gives you a clearer picture about where you stand.
And you’d better be standing at their level as a trusted advisor…
Or you’ll be begging for crumbs as a replaceable vendor.
Make yourself irreplaceable by asking “WHY?”… and then deliver awesome service. 😄
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EmailForTheWin.com
Chris Milham