The Client Letter
June 13, 2012
Sedona, Arizona
Sunny 66 degrees
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You might look funny wearing two hats, but that’s what you have to do in the service business.
Your first hat is what you do. That’s the service you provide. You want to be good at that, of course. But that’s just the beginning.
The other hat is the business of what you do. That’s knowing how to make a business out of the service you provide.
Learning a skill or service is pretty straightforward. Using that skill to make money (without going nuts) is another matter.
But it’s important.
Without wearing the business hat, you run the risk of being lumped in with all of the other service providers. Those are the people who can’t charge high fees, who are viewed as vendors by their clients, who run from one low paying engagement to another.
Looking back over my years so far as a copywriter, I’d say 20% of what I’ve created is due to my skill as a copywriter. 80% is due to my knowledge about the business of copywriting.
If your fees are lower than you’d like and your clients don’t treat you as well as they should, then ask yourself how much time you’re spending on the business side of your business?
I’m sure there are people in your industry that aren’t as good as you are at the service you provide. And you might wonder how they get the business they do.
They get the business because the skill they provide doesn’t matter as much as the ability to run the business side of things.
That might piss off the “artist” side of you (it used to do that to me), but it’s just reality.