High-ticket, awesome clients sometimes start out with low-budget projects. Today, we're talking about how to make that transition.
Is This A Good Client?
First, we have to make sure that the client is – in fact – a good client that you want to work with. So, I'll lay out a few of the criteria I use when setting my standards for who I want to work with. This the first step because you want to make sure you're steering clear of toxic clients and you're not setting yourself up to fail before you even start. For more information on how to select good clients, take a look at the training session How To Be Affordable Without Attracting Cheap Clients.
We'll go over five factors that help you avoid toxic clients and focus on attracting good clients that you want to have a long-term relationship with.
What Is The Mindset Behind A Low-Budget Solution?
Next we'll take a look at the mindset a client might have when they are looking for a low-budget WordPress site or digital marketing solution. What I've found is that clients who pass the “Good Client” test are not trying to just get something for cheap. They legitimately don't know what they are looking for. They don't have anyone they can trust to lead them to the right solution. They are overwhelmed and scared that their ideas are going to generate the results they need. And, they have a scarcity mindset. There are so many other things going on that cost money they don't have the confidence to move forward in a meaningful way.
How To Listen To Your Clients
Then we're going to talk about how to listen to your clients. If you want to really know WHO someone is, you have to cover three things. You can remember them with the W.H.O. acronym.
W – What are they saying? Listen to the words and the story they are telling.
H – How are they saying it? Words alone don't tell the whole story. What does their body language tell you. What is the tone of their voice. Are they confident? Scared? Nervous? Uncertain? Overwhelmed? What are they feeling while they are telling you their story?
O – Origins. Where are they coming from? What's their history? How are the past events in their life shaping their mindset, their goals, and what they believe is possible?
Once you learn how to listen and understand your clients you will find that you can develop a much better solution for them. Not just a cookie-cutter solution, but one that is tailored to their needs and will deliver the results they are counting on your for. This is how you set yourself apart from the crowd. This is how you show up as a leader with confidence and authority.
Finally, we'll wrap things up with a real-world example. I'll tell you the story from the week before Thanksgiving where a $200 hot-fix project turned into a $10,000 per year client!
This is an action-packed training session that you're not going to want to miss!