Stop acting like your client’s servant — like you’re there to kowtow to their every whim and wish and you’re lucky they’ve graced you with their business. It’s not just about having a little self-respect… it’s bad business.
Was reading a Ben Settle email…
He was talking about “History’s greatest ad man’s advice for dealing with clients”. He was talking about David Ogilvy… who is arguably history’s greatest ad man… and his “rules for respect in business” and Ogilvy said this:
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In meeting with clients, do not assume the posture of servants…
They need you as much as you need them.
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I’d add this…
That’s true IF you’re positioning yourself correctly. Problem is… a lot of freelancers position themselves as — what I call — Taskmasters. Fiverr, essentially. You’re completing tasks the client could do themselves… they simply don’t want to.
Creating PowerPoint slides…
Data entry into a spreadsheet.
Even, I’d argue, certain kinds of web development, graphic design, writing, etc.
And when you do that, your value proposition is NOT…
Talent, knowledge, wisdom, expertise, etc…
The things people will pay a premium for.
Nope. it’s simply “convenience”.
Time saved. Effort not expended, etc.
Which IS of value…
But… when that’s all you have to offer, clients can find 1,000 other people to do that same thing. And, they will treat you like crap — regardless of how much “game” you might spit in a meeting. The easiest solution is to just re-position yourself.
Of course, you’ve heard me talk about “The Specialist” before.
Which absolutely will earn you a much greater amount of respect…
And higher fees for your services.
But, that’s not actually the ultimate evolution. The final evolution is into “The Pro”. A Pro is the ultimate savant — able to use all the tools available to him and quickly re-position and adapt himself to whatever situation he encounters.
Again, when we talk about “All Feast, No Famine”…
That is, breaking the feast/famine cycle in freelancing…
Adaptability is a core component.
You have to be able to adapt yourself to your environment so you can continue to feast while everyone else is suffering through the “famine” — recession, technology changes, industry collapse… and other crazy things that might happen…
Like a worldwide pandemic…
And countrywide lockdowns…
Pfft… THAT will never happen! :/
In any case, that’s why it’s the second lesson in my Freelance Feast course. Not some shiny new gimmick or slick tactic — that won’t work 2 months from now (and probably never actually did) — instead a fundamental insight into how to position yourself…
For maximum value and profitability.
Anyway, you know the drill… Part 1 of the course — where I’ll teach you this positioning skill — is up on Skillshare until the end of May. At that point, I’ll take it down and sell it on my website for probably around $150 or so.
But, right now you can take it essentially for free.
Because, as a teacher on Skillshare, I can offer you an exclusive 14-day free trial of the platform where you get unfettered access to all 30,000+ courses — including mine. What some people do is start the trial, take the course and then cancel before the 14 days is up…
And you never actually pay a penny.
It’s a few hoops, but will save you that $150.
Anyway, up to you.
The link to the course, if you’re interested, is here: https://myjohn.us/feast
It’s Lesson #3.
Later,
John
P.S. For my homies on Patreon, you already have access to the course here: https://www.patreon.com/posts/50847910 — since you get access to everything.
