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Leading Your Client

6a00e55094a9db88330134878545ab970c-800wiThough I usually have an unlimited Metrocard to use on the subways and buses, every once in a while when I’m having a really hectic day, I like to treat myself to a little TLC. In other words, I take a cab.

I do this for two reasons. 1) It gives me a few private moments to relax before my next meeting or task and 2) It’s one less thing I have to worry about. I don’t have to worry about walking, stairs, which subway or bus to take, where to transfer or what station I need to get out at. I just tell the driver where to go, and he gets me from point A to point B plain and simple. And when a client hires you, that’s what he or she wants. To be taken from point A to point B without having to worry about it.

I was at a seminar being given by my good friend and marketing-mentor founder Ilise Benun a few years back and one of the speakers said this. “Clients want to be Led” and it’s absolutely true. What this means is, that when a client gives you a project, they want to worry about it as little as possible. The worrying, the project managing, the anticipating, the problem solving and troubleshooting…that’s now your job. But your most important job is making sure the project keeps moving forward to completion. Granted there may be some information you absolutely need from the client in order to move forward and some clients like to take their time making decisions. But don’t be passive about getting it. Check in, remind, give updates and if necessary, try to get the information on your own. At the very least, give the client something to chew on.  Do whatever it takes to get the client to where they want to be. Lead them there.

This is one of the holy grails that I’m trying hard to perfect in my business. Making sure that the projects keep progressing and ultimately completed. Not only is this good for your cash flow, but it makes for a happy client! Hopefully one that will give you more business and/or referrals.

Did you get my little joke about TLC?

 

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