It takes hard work to get better clients. But, there are things you can do that are task oriented and productive, which will help you get there little by little. This process works and it takes some time. However, you will need these answers for many areas of your business.
Let’s get started.
Who Do You Serve?
The key to building a successful business is to only work with clients who absolutely love you and love what you do. It’s how you get referrals and cut the usual stress that goes along with client work. It’s also how you add massive value, which is the only way to get paid higher rates.
Do you really know the work that you love doing most? Do you know how to find clients who love you?
You can’t always compete on price. You need to really think about how you are different from everyone else. Otherwise, you will simply attract clients who are price shopping. Everyone that comes to you will not be right for you. By defining the work you love and who would love you, you will know when to pass on work with someone who isn’t a perfect fit.
Skills vs. Passion
Did you know that around 80% of startups and small businesses fail within the first 2 years? I am thrilled that I passed the 2-year hump in May this year. You have to enjoy what you’re doing to make it through these 2 years. So let’s move the needle towards this.
If you write something down it no longer occupies brain space and becomes real. Take out a piece of paper and divide it into two columns: 1) Skills and 2) Passion.
Before you start, make a pact to be HONEST with yourself, otherwise, you are just wasting your own time. Now, in the Skills column, write down the skills where you’re really strong.
Think about the times other people have complimented you related to your work. Or, consider what people always come to you for. Is it people skills? Are you a good listener? Can you take complex problems and make them simple?
Your job is to work out where you are the most skillful and what you are most passionate about. It is OK to write skills you are good at, but don’t necessarily enjoy.
Now write down everything that you LOVE doing. You can even be terrible at it. For me, it’s drawing. I love drawing, but I really suck at it unless it’s drawing Garfield.
If you’re good at a skill, write it in the Skills column, whether you love it or not. If you’re passionate about it, write it in the Passion column, whether you’re good at it or not.
The Intersection of Love and Profit
Now, let’s take a look at the two columns. Circle the things that you’re good at AND that you also love doing. Don’t cheat! Be honest with yourself.
Next, it’s time to take out your journal or safe notekeeping place. Write down 3-5 things you want to do in your business in the next 2 years. These 3-5 things should combine your best skills and what you love doing the most.
By taking your best skills, which are also the ones you love doing, your passion will show through and the profit into your business will follow.
Translate Your Skills to Benefits
If you’re really good at writing and it’s also what you love doing, ask yourself what benefit that offers someone. Whoever you work with will probably end up with better content done faster than they could have completed on their own. Since you’re good at it and love doing it, you’re going to be more devoted to writing.
The benefit is not writing; that’s the feature. The benefit is that the person you work with is going to end up with higher quality content.
Remember, you don’t have to do this exercise if you don’t want to. But if you don’t, getting clarity will take longer. So take out your piece of paper and write “Benefits” at the top.
List all the benefits that your clients will receive when you use your skills and your passions.
Who Benefits the Most?
Who stands to benefit the most from what it is you have to offer? List everyone who could benefit from the skills, passion, and benefits that you offer. Once you begin targeting everything you do towards this person you’ll be standing at the intersection of love and profit.