Sigmund Freud. I've got my own questions for this guy.
My longest running client relationship is with writer Debbie Dragon (yes, that’s her real name). I’ve worked with her on so many projects I’ve lost count. It actually feels a bit strange to call her a client because our relationship is much more like a friendship now.
Recently she’s started a new business venture with two of her colleagues, and has been gracious enough to hire me to build the website.
I sat down for an online meeting with the three partners the other day, during which Debbie paid me a great compliment. She said “You ask questions like a psychologist.” In that comment, I saw a foundation of all the best business relationships:
listening
See, expertise isn’t special. Neither is competitive pricing. Both of these things are necessities in the marketplace, things you must have. But neither price nor expertise make you stand out against your competition.
What does make you stand out is taking the time to listen to your clients. Stop thinking of ways to show them how much you know, and start finding out how much they know. Learn what questions will give you the most information about your client, and then use that information to make your client happy.
They’ll be back. I promise.