Once I stopped doing this getting clients became easier
I’ll be honest.
I use to be a bit selfish.
I thought if a client paid me $500 then I only had to do just enough work for that $500 and nothing more.
I was only focused on getting the job done for the client.
Boy was I wrong.
But to be fair, it wasn’t my fault entirely.
We’re trained by schools, work, and life to only do the bare minimum.
It wasn’t until my lucky meeting with a millionaire freelance consultant that I started to change my approach.
(If you got my email yesterday, I shared 4 steps this consultant wrote down on a napkin that changed my life. If not, check that email out, it’s worth the read.)
The first step he wrote down was to Focus On Solving Problems.
For a while, I had no idea what this meant.
I didn’t get it.
Until one day, I had a potential client reach out to me to build his website.
This potential client told me he wanted to grow his real estate business and needed a website.
Instead of focusing on what he just told me, I started telling him about all my services and everything I could do.
I told him I would use the latest website builder and his site would be super fast. I continued to tell him about how his site was going to look amazing.
On and on I went. Blah, blah, blah.
Eventually, he stopped me and said, “That’s great, but how will it get me new customers?”.
I just gave him a blank stare for what felt like hours.
I didn’t know how to answer his question because I never thought about how it would get him customers.
That guy never hired me of course.
But I learned something important that day. The first lesson the millionaire consultant wrote down for me that fateful day.
I was not focused on solving problems.
I was focused on myself.
I was being stingy.
I was being selfish.
Once I realized my mistake, I changed my entire approach.
A few weeks after, another potential client was referred to me by a family member who knew I made websites.
This time, instead of telling him about all the stuff I could do and how cool his website would be, I asked him a simple question, “Why are you looking to build a website?”.
I barely said a word the rest of the meeting because the client couldn’t say enough about what he wanted for his business.
I said about 5 sentences total the whole meeting, and the client ended our meeting asking me “So when do we get started?”.
I couldn’t believe it.
“I will prepare a proposal”, I said.
“Great!”, he said, “I know you are the guy for the job, and I look forward to working with you.”
When I eventually quoted him, the price was below his expectations and he hired me without hesitation.
In his mind, I was the guy who was going to get him to his goals. The rest didn’t matter.
From that point forward, I stopped being selfish and started focusing on my clients.
I started to realize they were not clients, they were real people with emotions.
My clients were men and women who went to sleep at night worrying about how they were going to pay their own bills, keep their business going, and keep a roof over their families’ heads.
They didn’t care about how or what I did really.
Sure to some extent it mattered, but the truth is…
All your client cares about is that you can get them the result they want.
Read that sentence again.
If you follow this, I promise it will change the way you interact with your clients.
It doesn’t matter if you are a writer, designer, photographer, or offer any other services.
Focus on treating your potential clients like real people with real problems and helping them.
I don’t take this lightly.
In fact, most of my clients have become friends. Some of them have been working with me for years. My services keep their bills paid and their families fed.
Instead of being selfish and focusing on myself, I always try to deliver more value than I am paid for and focusing on helping my clients get the results they want.
Most freelancers don’t do this, and that’s why they struggle.
Focus on figuring out your client’s problems and how to become the best person to solve them.
Then put that on all your marketing, your website, and every time you talk to people let them know you solve this problem for clients.
If you do that, you’ll have more referrals and clients than you can handle (and more cheddar in your bank account).
In tomorrow’s email, I am going to share with you how to reach your goals faster and with laser precision with reverse engineering.
This is how I was able to earn $119,773.93 in a year working from home most of that year and traveling through Europe the rest of it.
Antonio “Problem Solver” Rillera
PS. If you’re interested in getting all this in one easy-to-follow system then check out my latest book Six-Figure Freelancing, where I give you my exact system, processes, and everything I use to run my entire freelance business for less than 2 coffees at Starbucks.