How To Get Paid What You Are Worth!
Q: With a new client, how do you transition from getting to know the clients needs, to getting paid for your consulting assistance? Mary Anderson New Haven, CT. USA
As a service-based business this is a matter of “Best Practices” and should be a regular standard of operations in your company. It is what successfully worked for me in the 26 years I owned my company and has worked well for countless other successful companies.
It all starts with the first contact. One of the first questions you need to ask you customer or client is if they have ever worked with anyone else in your industry before. This will give you valuable information on your customers past experience, either positive or negative, and their level of understanding of how things work in your industry.
Your first meeting together is the best opportunity for you and your client to get to know each other a bit better and find out in detail just what their needs nd goals are, and if you and your company am the best match to do the job (this gives you an out if you find during the first meeting that you are dealing with a difficult client or it happens to be a job you don’t want to take on). There is no charge for this first meeting. If the two of you decide to work together at the end of the meeting, let them know up front that you will accept a retainer of $…… and your hourly fee is $… and you will be billed (fill in your schedule).”
It is best if this is handled up front even during the first face to face meeting or even before if possible. I am sure your business attorney will also recommend that you include this same information in your business contract. It would be wise to bring two copies (one for you and one for your customer) ready to sign with you to your first meeting. You should set an appointment for your next meeting, collect the retainer, and have your customer sign the contract before you leave the meeting if you choose to work together. Let your customer or client know that you work in a similar fashion as a lawyer or accountant would and this is your standard practice. Most clients will accept, respect, and understand this way of doing business.
I hope this has given you a little guidance. To smooth your path and guide you on your way to building your own successful business, I would encourage you to get your own personal copies of Business Genesis and the Small Business Toolkit Together they will help walk you through each step of building a successful business before you invest a ton of time, money, and resources. Both will save you years of mistakes, wasted money, and worry. I hope this has given you a little guidance. If you have a question of your own please feel free to post it in the comments below. Chances are if you are asking it, so are hundreds of others and that is why your question is an important one! If you need more in depth help, please feel free to Contact Us Directly and send us your questions. I love hearing from you and about your business! If you think this post would benefit someone else, please feel free to share it with them and we would love to connect with you on Twitter. @SpectrumBizllc .
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