The Client Letter
August 1, 2011
Sedona Arizona
What’s the first thing you think of doing when you ink a deal with a new client?
Some independent professionals might think, “I’m going to do my best and make this client happy.” Others might think, “Wow, now I can finally breathe for a second. Thank goodness that client came along.” Still others might think, “I am going to put everything I have into this so that I can get a great testimonial and some referrals.”
The first thing that comes to mind for me when I get a new client is this:
Go get another client.
It might sound a little bit odd to say that, but I’ve realized that it is, without a doubt, my single best course of action when I get a new client.
Go get another one.
Just imagine for a second that your phone is ringing off the hook with people that want to work with you. In that situation, would you do any of the things in the list below?
- Accept work at fees lower than what you want.
- Accept terms that put you under undue pressure.
- Accept poor treatment from someone who thinks they “own” you.
- Accept, as a client, someone who can’t follow through and DO what they say they are going to do (like send you a check).
I doubt you’d do any of those things. You wouldn’t really have the luxury, because all you’d have to do at the first sign of a loser is say, “Next!” and the next prospect would line up to do business with you.
Even though it’s best to be pretty detached from how your business is going at any one moment, I can’t help but notice that it feels good to sign on a new client. You’re excited, they’re excited, everyone is excited.
So why not use that feeling and leverage it to go get more clients?
Have you ever had more prospects than you can handle? If not, why not?
The next time you get a new client or even a new project, try this. Set everything aside for a bit and go hunting or work on your client attraction system.
Go make it happen.