Quality work is only labeled as such when you exceed your client’s expectations. Nowadays many people want to run their own business but they forget the core mindset that any client will always check if you have, they forget that BUSINESS means PROFESSIONAL HELP and because they forget that….
They lose in the Business Game.
In this article, I’ll show you thesmart rules you must follow to become a great businessman, always be on top and constantly be remembered by any client. You’ll leave this website knowing:
- 1. How to convey trustworthiness quickly
- 2. How to analyze a job when dealing with any client
- 3. The 4 Mindsets you must have in your arsenal to do business effectively
Besides all that, it’s going to be a lot easier to maintain clients and do more than 1 sale to the same client because they will notice the big difference in doing business with you.
Well, enough small talk.
Let’s begin. Shall we?
ANALYST MODE: ANALYZE THE CUSTOMER’S PROJECT TO UNDERSTAND THE REAL SCOPE
First of all, clients don’t know everything and most of the times they don’t even know what they WANT! Yes, that’s right. They will ask you for a whOOOooooOOole marketing plan or 40 articles, when in fact, all they truly need is to improve their SEO. Hard fact. Not a fun one too.
That’s why you should do this first as soon you meet a client:
PS: The “Mr. Anderson” part was because I just watched The Matrix again. And the smile is because that’s how you should approach your client when asking him this question.
Never assume that what the client is asking you to do is what you SHOULD do because most of the times….it’s not. Sometimes you’ll end up doing 50% of the work he thinks it needs to be done. Sometimes you will end up doing 150% of the work he needs to be done. And rarely, you’ll do the work he thinks it needs to be done.
Analyze first what is your client’s problem and see the whole picture, then present the problem to him and a few alternative solutions (if possible). The client will feel safer because you’ll convey an image of a TRUE EXPERT by taking this approach since you are actually checking E-V-E-R-Y point of the project to see if there are any gaps he may have forgotten to tell you.
By analyzing properly, you’ll charge the right amount of money and you’ll save yourself of huge headaches. Good for his wallet and good for your pocket.
BREAKING PRIDE MODE: ASK YOURSELF IF YOU CAN TRULY HELP HIM WITH HIS PROJECT
Sure, we all want money. We love money. Just like 50 cents (Ok not that much). But you shouldn’t grab a project if you know NOTHING about how to help your client. It’s one thing to be at least half way there and learn a few things that you may not have learned yet. That’s ok.
A WHOOOOOOOOOOOLE different thing is grabbing a project that you don’t have the necessary expertise to execute ad help your client, and thus, assume a huge responsibility and don’t deliver afterward. Nice way to destroy your name AND your brand!!!
So always…..ALWAYS ask yourself this:
Forget your pride because it has no voice in the business. Deal with your own skills coldly, analyze yourself after analyzing the project’s scope and see if you can really give a hand and generate results to your customers.
It’s better to refuse the job, admit you can’t help him now than get the paycheck which will cost you your brand’s name in the future. Forget the money and think about your brand. If it’s because of a certain skill you were missing that you didn’t get that project, then go study hard to learn it so you can put yourself on an expert level, and THEN you’ll be able to get those kinds of projects.
If you can’t help then don’t grab the project. It’s disrespectful towards your client.
Remember: Business is about helping others with your services and products.
PARTNERSHIP MODE: OFFER HELP FROM OTHER PROFESSIONALS TO YOUR CLIENT
Like I said before: Business is about helping. So if you REALLY CARE about your client’s goals and necessities, you’ll find a way to help him out EVEN if you are not the person he will hire! Enter selfless-mode!
You need to see your client as your Friend and his problems as your problems. So if you know another professional who can help him in his project, do yourself a favor and introduce your client to the other pro. Your client will be amazed by your caring level and will surely contact you again for future businesses.
Here’s a reminder for you:
You never know which are the exact consequences of having a friend doing business with you. But you know the exact consequences of closing a single deal. Focus on helping others and others will focus on you.
COUNSELOR MODE: GIVE YOUR CUSTOMER THE RIGHT DIRECTIONS TO PROFIT MORE
Money. We all love it don’t we? Yes, and your client love it too! First, if you understand the scope completely, then you know what needs to be done. Second, if you are SURE you can help, then you are half way there. Third, if you brought the necessary gang to make your client projects a success, then you are already awesome for your client.
But there’s a FINAL LEVEL of doing business like a PRO you must know:
Honestly, it’s overselling, but in a good way! Maybe your service is solving all the problems it needs to solve and you are doing an awesome job from the client’s perspective, which is great. But…….WHAT could happen if you could EXPLORE your client’s business and show him that:
- 1. He isn’t exploring all the ways to make money in his business
- 2. He could be charging more by doing a few alterations in his strategies
- 3. He could be doing more with less. Introduce him to awesome tools
Act like a business consultant if you saw a gap! Surely, your client will be damn happy if you present to him a real opportunity which will only improve his business. Besides, if your client is going well and profiting like crazy you have more chances of grabbing more projects or profit more too.
Help them make money because this is one of the things that can make them really happy.
THE BUSINESS EXPERT MINDSET
You have to ask yourself this every time when you are doing business:
Become a Friend. Become Selfless. Become a Counselor.
Become a Master.
Enjoy your business.