When starting off with a client I know it’s super-easy to get focused on WHAT they need done.
This can lead to pain, suffering, and oblivion. 💥
OK, I jest… but it can get pretty bad.
To avoid significant problems when meeting with clients for the first time…
There’s a simple question you can ask.
The answer you get — and the decision you make because of it — can mean the difference between a successful and happy client relationship and a jolly painful one.
It’s not digging more into the WHAT they want done…
Instead it’s the WHY question that underlies it.
The key question is:
WHY do you need my help with this?
You see…
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 is “Because we’re too busy”, then they think they could do the task or project themselves if they had the time.
Think about that.
Sure, some clients have the chops. But most won’t.
But they’re thinking they can do what you’ve spent much time and effort learning and mastering.
I’m more thinking about people like small business owners. Who think, for example, good email marketing is throwing something into Mailchimp and clicking “Send” — so long as it goes out.
My advice when they answer the WHY question like that is… run!
Because there’s a high chance you’ll be forever seen as a low-paid, replaceable vendor.
And when it’s time to up your rates or give strategic advice. It’ll be a harder slog. Or you’ll be replaced.
However…
If the answer is “Because we don’t know how to do it.”…
Then you’re talking to someone who will most likely value your expertise.
They’re looking for help. And you’re 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.
Today’s little tip may just help gain that better perspective on where clients are coming from. And why they want you involved in their business.
It gives you a much 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: Ask WHY… and deliver awesome service. 😄
Hasta la vista,
Chris “question everything” Milham
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Chris Milham