The Client Letter
April 9, 2013
The Northland
Still Wet 27 Degrees
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Ahhh… the wonderful world of “scope creep.”
If you’re not familiar with the term, that’s when your client retains you for Service A that actually ends up being service A+B+C+D.
In an effort not to be a jerk, sometimes you don’t mention it. Other times, things just get plain out of hand and you’re forced to have that “conversation” where you, for some reason, actually feel weird about asking for more money for more service.
I’m sure you’ve experienced “scope creep” in one way or another in your business.
While it might be a frustrating thing to encounter, “scope creep” is actually quite profitable when done correctly.
And by correctly, I mean when it’s something that you offer to your client, NOT something that’s “forced” upon you by them.
So here’s how this goes…
Client meets service provider.
Client asks about hiring service provider for Service A.
Service provider, being a savvy cat, is not inclined to assume that Service A is in any way appropriate for said client to reach his goals.
After a few well placed strategic questions, service provider proposes Services A+B+C along with an appropriate fee.
Client happily accepts and might even offer thanks for the suggestions.
That’s “scope creep” the smart way–done so that it helps both you and your client at the same time.
You expand your business, and your client receives the service necessary to move him towards his goals most effectively.
What kind of skill do you need to do this in your business?
Well, you need the “strategic questions” that help you discover what the client actually needs to reach his goals. And to zero in on exactly what those goals are.
The funny part is that by selling more, you can actually increase the respect your client has for you and your services.
It’s totally counter intuitive.
Get good at the question asking and the results of putting “scope creep” to work just might amaze you.