|
Hey Dad, I Have a Question
Spread the Word – Friends Don’t Let Friends Work With Bad Clients
 
February 3, 2011
Sedona, Arizona
My son asks a lot of questions.
Just this morning, he woke up and asked where my “birthday cupcakes” were from yesterday.
“In the fridge, I said.”
“Do they have icing on them?”
“Yep.”
In that 3 second exchange, he demonstrated how easy it is for a 7 year old to take control of a conversation and direct it in whatever direction he wants to go.
He did it by asking questions, of course.
I often talk about how my ability to ask the right questions is responsible for more of my income as a professional service provider than anything else I can think of.
Most service providers think that they are the ones that are supposed to be answering the questions. How much do you charge? When can you have this project done? Why should we hire you?
Answer those questions at your own peril. For if you do, YOU will end up backed into the “vendor corner” with no way out but to discount your fees and accept less than ideal terms for your project.
If you’re not the type of person with enough attitude to answer the, “How much do you charge?” question by saying, “A lot.” (I’m not that type of person.), then you’d better have another answer ready.
And there’s no better answer to that question than another question.
A lot of people think that the quickest way to increase your income is to get more clients.
The easier way to accomplish the same goal is to ask a lot of excellent questions.
See you next time,
Jason Leister
Editor, The Client Letter
Creating Success for Independent Professionals
ClientsSuck.net
|
