How do we overcome clients and partners who think they are pros but aren’t? Who keeps insisting on their point of view, even if blatantly wrong?
Who Are Lighthouse Clients
I’ve had clients who pay us $100,000 a month and some $1,000 a month.
Here is what I’ve noticed as the key differences.
The former don’t demand as much and refer other similar clients.
The latter, however, try to negotiate our price further and add in extra stuff. They refer $500-a-month clients.
It takes the same effort to serve both, but our people’s expertise (technical and relationship) level must be higher.
The $100,000-a-month clients are a joy to work with– they feel like old friends, not supermarket transactions. They are LIGHTHOUSE relationships we solidly build our businesses around.
Working with clients with $1000 per month takes more time and energy than with $100,000.
The difference is that the higher-paying clients have mastered delegation. So once they hire you, they have done their diligence on you and understand that you are a true expert.
They give you some guidance but mostly stay out of your way and let you do your work.
Whereas lower-paying clients think they are right even though they are not subject matter expert’s on what you are doing for them.
So they constantly want tweaks and changes and make suggestions. Which ultimately gets in the way of the work actually getting done.
So we must be involved at the relationship level, no matter how important and busy we think we are.
We are willing to invest in the lighthouse relationships while scaling out the Content Factory. Focusing just on process/automation will make you a Walmart.
And look at the types of clients they have, plus their reputation.
Is this what you see in great versus nightmare clients, too?
Think of it this way; what percentage of your clients are those who you think, “WOW, I really love them!”
So the more people invest with you, the fewer problems they cause. Raising rates eliminates nonsense and attracts greatness.
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