Captain’s log, stardate 20180806

[AUDIO] What You Think You’re Selling Ain’t What Your Clients Are Buying

Sent by Jonathan Stark on August 6th, 2018

This week on TBOA, Rochelle and I talk about the difference between what YOU think you do and what YOUR CLIENTS think you do.

“Are you taking your clients on the scenic route to nowhere?”—JS
“Measure what your client values.”—RM
“How can you hit a home run if you don’t know where the wall is?”—JS
“There’s always something to measure. Otherwise, your clients wouldn’t know anything was wrong.”—JS
“If you don’t think you can have a positive impact, you shouldn’t be proposing.”—RM
“Consultants push back. Freelancers don’t.”—JS
“Billing by the hour sets the expectation that you’re interchangeable.”—JS

Questions? Comments? Just hit reply and let me know - I’d love to hear from you.

Yours,

—J

P.S. Did you enjoy this message? Here are more things you might like:

Altitude Of Involvement—A visual walk-though of how to charge more money for less labor by leveraging your expertise. Learn more »