A Business Growth Tool For Attracting Better Clients, Building a Bulletproof Mindset, Commanding Trust and Credibility and Making a Lot More Money With Way Less Effort – Don’t Tell Them How Valuable You Are, Show Them
Working with the right clients in the right ways for the right amount of money can completely transform the future of your business and your life.
I know, becasue I’ve been working with clients for a very long time…
If there’s a mistake you can make, I’ve made it. If there’s a way to blow up a client relationship, I’ve done it. If there’s a foolproof method for completely shortchanging your own value so you get paid like a slave, I’ve used it.
It took me years to discover the cause of my suffering. I read books, I took courses, I consulted with gurus. I acquired all of the skills and abilities one would think would lead you to success in business when you’re working with clients.
Eventually, the Universe made the truth obvious enough that even I got the message. Here’s what it said:
“The Problem Isn’t the Clients, the Problem is You“
Virtually every ounce of pain you can experience in a business working with clients is a creation of your own making. Too few clients, crappy clients, annoying clients, unrealistic expectations, too little money, too little respect…they all lead back to the person you see in the mirror every morning.
If you have enough awareness to accept this level of responsibility, then you already hold a major piece of the solution.
Unfortunately, the situation is even worse than most business owners realize.
As bad as it might feel to lose a client, to have a marketing system that’s not attracting enough leads, to end up going “above and beyond” for a client only to have them fire you, or to have them disappear without paying a fee or even lead you on for weeks or months that they’ll “be ready to get started soon,” all of those external issues pale in comparison to having your success limited by barriers you can’t even see.
If you’re working with clients, there’s a good chance you’re surrounded by an invisible prison of your own making.
This “prison” leads you to make decisions that sound rational but are really the result of programs hidden deep in your psyche.
- This is why you aren’t charging double (or more) for your services.
- This is why you don’t train your clients to respect the boundaries you have in your business.
- This is why you have those same annoying problems happen over and over again in your client work.
You were trained to believe you suck and to project that through every area of your business. Even if your conscious mind doesn’t agree, the programs that live inside are telling another story.
Working With Clients is One of the Most Complicated Forms of Business
Between all of the external skills you need to attract, nurture, sell and work with clients and all of the internal obstacles that keep you playing small, achieving success in a business working with clients is filled with never-ending challenges.
I have worked with experts running businesses of all sizes, business veterans are not immune from these issues. Self-worth problems can drive away a $200,000 sale just as easily as a $2,000 sale. And that’s just ONE of the many areas of focus you need to master the art of working with clients.
To the extent you ignore all of these issues, you will never realize the full potential you have for creating value in the world and being richly rewarded for doing it.
To be blunt: you’ll always feel like you should be achieving more…and you’ll be right.
“Making Clients Pay” is a Weekly Business Growth Tool For Improving Your Mindset, Marketing, Selling, Positioning and Overall Understanding of the Value You Deliver
If you’re going to work with clients, make sure you prepare yourself so that you can maximize the value you can deliver to them as well as the reward you receive for that exchange.
This means putting yourself on the path of constant improvement when it comes to lead generation, client attraction, the art of positioning, building trust and authority in the marketplace, working through self-worth issues and other programs that keep you small, your mindset and understanding how to properly value what you do and communicate that to your prospects,
It’s a tall order. And something that’s easy to forget when you get busy actually doing the work that the clients bring. If you ignore your own development in this area long enough, you’ll wake up one day wondering why you’re charging less than ever and still having a challenge getting the amount of clients you want.
This is the reason I created Making Clients Pay. Because I live this life and I know that the most profitable investment you can make in your own business is mastering the art of working with clients, not just focusing on the quality of what you do for them.
Each Sunday, a new issue of Making Clients Pay will land in your inbox to help you with some area of the art of working with clients. It won’t win awards for length because the only goal is IMPACT. A few minutes invested reading a simple email message that can completely transform your coming week.
This is not a complicated offer. It’s for trusted advisors who work with clients who want to achieve more in their business.
- It’s for you if you’re tired of making the same stupid mistakes with client relationships.
- It’s for you if you know you should be way ahead of where you’re at.
- It’s for you if you’re tired of not getting paid what you’re worth.
- It’s for you if you need regular reminders that YOU are brilliant.
- It’s for you if you actually want to get better.
Here’s a sample issue so you can see what this is like:
Dear Subscriber,
When it comes to building attraction, there is a big difference between solving problems and relieving pain.
Should you remember nothing else from this issue, remember this:
Solving problems is why your business exists. Relieving pain is what you do for money.
Business is the act of solving problems for other people. But which problems are you solving? And when, exactly, are you solving them?
This is important to understand when you’re designing and executing the systems you use to attract clients.
You create blocks in your attraction process when you relieve pain at the wrong time.
Teaching people how to do something is a great example of this.
A sale is made when the polarity between what someone wants and what someone has is powerful enough to overcome inertia and create action.
So when you’re attracting clients, staying focused on the level of polarity being generated is important.
Teaching someone how to do something might be a nice thing to do, but it decreases polarity.
Why?
Because it moves a prospect to a future state with their pain relieved. Even if they can’t do what you are teaching, it shows them the route, which creates a feeling in their being of an achievement.
They see and understand the route to the solution and something shifts in the mind of the prospect. They feel, even if just for an instant, like they’ve arrived at the destination even though they haven’t taken a single step towards it.
If you really want to serve people and help them make progress towards their goals, teaching them things before they are a client is a terrible way to do it.
Moving away from pain is what provides the energetic propulsion for a sale for most of humanity.
It is the rare human that willingly moves towards something good. Most humans won’t budge until their pain reaches a level where they have to do something about it. Only THEN will they be ready.
Here’s an email I wrote for a functional medicine doctor selling a path to freedom for others who were under scrutiny by chiropractic licensing boards:
SUBJECT: The rumor is trueAfter you read that, do you feel more attraction to what he has or LESS?
Hey {!firstname_fix},
The rumor out on the street is that every time I show up, I bring bad news.
Today, I’m here to say, that “rumor” is true.
But “bad news” is all about perception. Is it “bad news” to be told all of the things you’re doing that could potentially ruin your practice down the road?
I guess you could make that argument. But hopefully you’re looking farther down the road than TODAY.
All this “bad news” is what I waded through before I emerged (victorious, by the way) on the other end of my battle with the powers that be.
And one thing I learned during that journey is that you can reverse engineer your way to safety.
One part of the solution involves HOW you document your office visits.
If you do it the smart way (the way my attorney and I discovered), then you effectively REVERSE ENGINEER what is an extremely strong defense against attack.
To be blunt, most doctors’ notes are garbage. If you know yours are horrible, then just understand you’re opening yourself up for problems. Worse than that, you can even CREATE problems you never had!
A big reason we were successful in kicking the board’s *ss (chiro and medical) is because our documentation was strong.
We’ll talk more about what that looked like soon…
Dr. John XXX
XXXX
This email builds attraction because it solves a problem without relieving pain.
How does it achieve this?
By focusing on the WHAT and not the HOW.
The email provides value by explaining to the prospect WHAT has to happen for pain to be relieved.
It does not reveal HOW exactly to do that.
Revealing HOW would completely destroy the attractive force and send the prospect away with a cursory understanding of what is a very complicated topic. Not only would this kill the sale but it would be an extreme disservice to a prospective client.
The guys on the receiving end of this email were facing the possibility of having their license to practice revoked. So the stakes were pretty high for getting this right.
This isn’t a game we’re playing to manipulate humans, it’s a game we’re playing to help people because our understanding of human nature shows us how best to do that.
At any part of your attraction system, ask yourself, “Am I solving problems or relieving pain?
Solving problems provides value, relieving pain is what you get paid for.
Don’t mix those up or you’ll find yourself doing a lot of free work for people who won’t have any interest in actually paying you for your expertise.
See you next week,
Jason Leister
I struggled for years in this business because I didn’t understand all of the skills I needed to lead a client over months and years. I had the wrong mindset, I was needy, I wanted to be liked and I didn’t keep my focus set on moving the client towards his goal above all else.
If you work with clients, know that your experience can be constant struggle or it can be an adventure for which you are paid very, very well. The difference comes down to YOU, the thoughts you think, the choices you make and the actions you take.
Making Clients Pay is designed to be your constant companion on what could be the most profitable and rewarding journey of your life. Working with clients is one of the most valuable services any business could provide. This tool will help you make sure you’re well paid for the value you provide.
I’ll Even Write Copy For Your Business!
Actually, I already wrote the copy. It’s ready and waiting for you to use. As a subscriber of Making Clients Pay, you’ll also receive access to The Copy Bank. The Copy Bank is a growing library of ready to go copy you can use in your business. From responding to an unsatisfied customer to reaching out to a client with a late payment, the Copy Bank is full of “cut/paste and tailor” pieces of copy that are ready to go. As subscribers request new pieces of copy, they’ll get added as well.
Businesses of all shapes and sizes run on copy. Good copy creates better results than bad copy. Good copy creates more credibility than bad copy. Good copy creates more trust than bad copy.
What type of copy will you find in the Copy Bank? It’s not “cash sucking” sales copy. This is not the “buy or die” type of approach. There are plenty of places to get that but that style is a dead end for anyone trying to have credibility. The tone of the copy in the Copy Bank is professional, trustworthy, clear and effective. I know because I wrote it all! And it’s certified 100% A.I. Free!
Here are just a few of the available pieces of copy:
- Dealing with Late Payment Email
- Dealing With Scope Creep Email
- Proposal Follow-Up Email
- Unresponsive Prospect Email
- Credit Card Declined Emails
- Response To Service Inquiry Email
- Disappearing Prospect Email
- Testimonial Request Email
★ ★ ★ ★ ★
“Last week I got the chance to use one, the “Email explaining you can no longer do certain types of work for free.” I have changed it a little bit according to the situation and sent and charged customer for the extra super urgent work. WORKS!!! Thank you very much for this!”
Marta
We’re ALL selling, all the time. Some of us are selling products, some services. Some of us are selling ideas, or simply our view of the world. Selling has nothing to do with money changing hands, it has everything to do with changing people for the better. And that’s the power of the written word, provided you know how to use it.
What this means is that good copy is about more than just words. A lot of people can write. Far fewer people can use words to inspire, empower, change the way people think and even move them to take action. That’s what the Copy Bank is all about. Giving you high-quality “ready-to-go” copy for all different types of uses in your business. As a subscriber to Making Clients Pay, you’ll have access to this growing library of copy that’s ready to use.
Making Clients Pay subscriptions are $29 per month, an investment in your future success that is probably the biggest value for the money of any investment you’ve made in business. If that is not obvious to you, this isn’t a good fit. If you’re looking for maximum transformation from minimum effort, this is the way.
(Weekly cutoff to receive the latest issue is Saturday 6:00 P.M. Eastern U.S.)
P.S. One of the “secrets” of working with clients is to build a position of power in the marketplace that sets you apart from anyone else. This achievement alone can completely transform the fees you command, the respect you receive and the trust your clients have in your advice and counsel.
Most business owners are not aware that achieving such a position is not luck but something you can engineer on purpose. To help, each new subscriber to Making Clients Pay will receive a copy of my report explaining how this works. It’s called, The Building Blocks of PREEMINENCE: How to Engineer a Position of Power in the Marketplace. This is available immediately once your subscription is confirmed.