Captain’s log, stardate 20170615
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“How do I attract better clients?”
Sent by Jonathan Stark on June 15th, 2017
Pricing based on value contains within it a core premise that you are attracting ideal clients (and conversely, rejecting clients who are not ideal).
If you are not currently attracting ideal clients, this begs the question:
“How do I attract better clients?”
Great question! But it’s tough to answer.
It’s kind of like asking, “How do I attract better friends?”
There are many factors involved, so it’s hard to provide useful advice without lots of specifics.
That said, these general things have helped me improve the quality of my clients:
- I actively and methodically positioned myself as an authority in a specific area of expertise
- I was disciplined about not taking on “red flag” clients who I predicted would be a bad fit (i.e., I only work with clients who I like, and I believe will benefit from my intervention)
- I worked to steadily improve my labor/value ratio to increase my profits, which allowed me to say no to bad clients and go above and beyond to achieve high satisfaction for good clients.
I recognize that these things are easier said than done. If you have specific questions, please hit reply and let me know.
Yours,
—J