Have you noticed that the longer you work with a client, the more rapport you build and the more he/she will share with you? Call all the nitty gritty details “inside information” if you may, but it is your responsibility to keep your mouth shut, for your client’s sake.
I‘m not going to write anymore about your client’s insider information. This article is actually about YOUR inside information. What are YOU working on that your clients may want to get their hands on? While you are building rapport with your clients, they are also building rapport with you. Don’t let their rapport allow you to become loose lipped and give up your inside information.
You may be thinking, “I have too much to do for my clients. How could I possibly have time to develop my own projects?”
Well, sir or madam, you NEED to be working on your own projects. We should never stop developing our own companies. We should always be pushing for bigger and better. What do I mean? Here are a few examples:
• Write a Book – You’ve built your business on your knowledge, but the only people who are benefiting from it are your paying clients and customers. How about writing a book about what you know? Plan a book and/or blog tour around the time of your book’s release, and build your reputation as an expert in your field by expanding your audience.
• Offer Your Services to the Masses – Not everyone is going to be able to afford you for one-on-one consulting time – that’s just the way it is. But what if you offered a paid membership program offering those people a bite-sized, Do-It-Yourself alternative? Fill the program with videos and downloadable PDFs so your subscribers still feel as though they are receiving individual attention. Yes, you will be giving away some of your inside information, however only those who work all the way through the program, AND implement your program into their life, will reap the benefits.
• Expand Your Services – I’m constantly learning, and therefore growing the list of services we offer our clients. I try to keep this information on the down-low, however, because there are clients who will try to find ways to use our expertise to make them look good. Yes, I’m all about making my clients look good, however there comes a point where I would like to get credit for the work I am doing behind the scenes – and to get compensated for it as well! For instance, one of the programs I am learning right now comes with an extremely hefty price tag, and our hourly rate could be doubled as a result of this program. You better believe that I’m not just going to allow our clients to double THEIR rate to THEIR clients as a result of my increased skills (which they didn’t pay for).
• Expand Your Team – News flash! The need to expand your team should be treated as inside information. Why? You don’t want to scare your clients. What I mean is, don’t make your clients worry that you have too much work on your plate to handle the work they want you to do. How would you feel, if come tax season, you found out that your accountant is under-staffed? Would you be referring work to his office? Probably not. Don’t announce that your business is short-staffed. Rather, announce your new hire when you find him/her.
Do you need help getting your big project launched? Can you use a hand finding a new consultant or employee for your business? Could you use assistance setting up a book or blog tour? Sutton Creative Studios has you covered! Contact us today to discuss your needs!
Kim Sutton is the Managing Partner and Chief Everything Officer of The Sutton Companies, including Sutton Strategic Solutions and Sutton Creative Studios. She is a graduate of The School of the Art Institute of Chicago where she earned her Bachelor’s Degree in Interior Architecture.
An avid reader and passionate learner, Kim is constantly researching, studying and developing business improvement strategies. When it comes to client work, Kim especially enjoys helping her clients develop innovative marketing strategies and sales funnels, particularly when they are using Infusionsoft to automate all the heavy lifting. To find out how you can further develop your company’s marketing and automation strategies schedule a 1-hour Business Boost Strategy Session by clicking here.
In her free-time, Kim cherishes the time she gets to spend with her husband, Dave (her business partner), and five children. She also enjoys reading, knitting, writing and playing video games.
Get a copy of Kim’s FREE guide, “10 Top Tools for Small Businesses” by clicking here.