#038: Get Better Clients Who Pay More [Podcast]

Stressed man hanging up the phoneToday, I share how to get better clients who pay you more money for your products and services. At one point in my career, I would take on as many as six simultaneous projects, and work as much as 80 to 100 hours a week. That is simply crazy. There is a better way, and in this episode I’ll show it to you..


Other points of interest in this weeks episode:

  • How to read your customers minds, and know exactly what they want.
  • Are you living a life that just “happens to you”? Or are you happening to life? Stu McLaren gives us the answer.
  • In our spiritual foundations segment, will answer the question: does God care even about my small problems, like the pimple on the end of my nose? How could he have time for our tiny little problems?

That’s all coming up on today’s episode… so fasten your seatbelt… and let’s roll.

Tip Of The Week

One of the best ways to find out what your audience wants from you is to ask them. I suggest using a tool like Survey Monkey for this purpose. In fact, I’m going to demonstrate this suggestion in practice, by asking you how I can improve this podcast. Click here to take the survey

Lifestyle Business With Stu McLaren

Stu McLaren challenges us, by asking: are you living a life you designed, or are you living a life that happens by accident?

Spiritual Foundations

My blood pressure used to go up every time my phone rang. Why is this person (any person) calling me? Don’t they know how busy I am? I’ve got news for you… that attitude is a sickness.

Jesus is the perfect model of what a human being led by the Spirit looks like. How they walk and talk and interact with other people. And Jesus always had time. He still does.

Then little children were brought to Him that He might put His hands on them and pray, but the disciples rebuked them. But Jesus said, “Let the little children come to Me, and do not forbid them…
Matthew 19:13–14

I am not sharing this to judge anybody for feeling busy or stressed out. But it strikes me as remarkable that the Son of God always has time for us. He is infinitely available. We don’t have to wait in line.

There is a mindset that exists that I call the “poor little me” mindset. This is the line of thinking that leads you to say things like, “God is too busy, and this is only important to poor little me.”

This kind of thinking is focused on your own self-worth, or lack of it.

But the truth is, God is infinite.

He is instantly available to everyone of us-and he is interested in every detail of our lives. Scripture tells us that he even numbers the hairs on our head. Imagine that.

Whatever might be troubling you right now, it is not too big, and not too small, for Jesus. Nothing is impossible for him. And he has an infinite amount of time just for you

Ask him for help. Open your heart and let all your emotions out. He’s big. He can take it.

Approach him just like a little child approaching your father-the perfect father, the one without the shortcomings that earthly fathers have-and ask your daddy for what you need.

He’s ready to give it to you.

Feature Segment: How To Get Better Clients Who Pay More

As I mentioned earlier, when I was beginning to build my freelance business I took on too many clients and worked too many hours. This is chiefly because I was not selective about who my clients were, and did not think through how much they were paying me.

This key mistake took its toll. It affected my health, my attitude, and even my family relationships.

What’s worse, many of the clients I took on during this time were… well… jerks. It seemed that some of them existed only to torture freelancers.

These days, my business is totally different. I work well under 40 hours most weeks. .. and I make a lot more money.

I enjoy every hour that I do work. And I simply don’t tolerate cheap or annoying clients anymore. One  of the annoying variety occasionally does slip through under the radar, but once I detect them, I am very quick to chase them back across the border.

I have 9 suggestions that will help you attract and secure higher-quality clients, who pay you much higher fees than you currently receive. You may be surprised to learn this is easier than it sounds.

  • Suggestion 1: Decide in advance what you want your business and life to look like.
  • Suggestion 2:  Reverse engineer what kind of clients you need to make that happen.
  • Suggestion 3: Define your criteria of what constitutes a good client – in writing.
  • Suggestion 4: Identify the qualities that are evident in a bad client.
  • Suggestion 5: Commit yourself to never again except a bad client.
  • Suggestion 6: Develop a client screening process.
  • Suggestion 7: Script everything at first.
  • Suggestion 8: Confront with love and boldness; use brave communication.
  • Suggestion 9: Kill the monsters while they’re little.

Special Announcements

  1. I will be making an appearance onstage at James Malinchak’s “Big Money Speaker Bootcamp” December 6-9 in LA. I’m super-excited about this event! I don’t know if you saw ABC’s hit TV show, “Secret Millionaire”…  James was featured on the show. At the Boot Camp, he shares his strategies and tips on how to become a Big Money Speaker.
  2. I’m attending the Platform Conference in Nashville. If you do business online, you MUST attend this conference that helps you “get noticed in a noisy world.” It’s being put on by Michael Hyatt and Ken Davis. My friends Stu McLaren and Carrie Wilkerson are speaking. I’m also looking forward to meeting  Jeff Goins, Cliff Ravenscraft, Pat Flynn, Ken Davis, John Saddington, Michele Cushatt, and Andrew Buckman. Unlike most conferences, there’s not a single speaker I’m not excited to hear and to meet. Get a ticket while you can!
  3. I am getting tremendous feedback about the “Big Idea, Big Plan” teleseminar I hosted last week with my “mystery guest”. Replay recording available for a short time.
  4. My next podcast will be on the topic of “How To Thrive In A Turbulent Economy”. If you have a question about that, please leave me a voicemail message. This is a good way for you to promote your own website, because I will be happy to link to your site in return for you asking a question.

Episode Resources

Here are links to resources  mentioned during this episode:

Would you like to have me speak at your event? Click here to visit my speaking page and get details on my availability.

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8 thoughts on “#038: Get Better Clients Who Pay More [Podcast]

  1. Great podcast once again Ray – I got through all of them in a couple of days! Whew – anyway, I was wondering how to diplomatically go about ‘firing’ clients (once you have determined they are a bad client for you) – do you have examples that have worked and left both parties feeling good about the transition?
    thank you!!

  2. Great advice, Ray. Do you think that raising one’s fees can help to weed out good versus bad clients? If somebody is willing to pay more for a service, that may indicate they are more serious/focused on the job at hand. Being an architect, I’ve found that by offering free initial consultations, people don’t mind spending 3 hours of my time. I’ve thought about charging an initial consultation fee to weed out those who are more serious about hiring an architect versus those who just simply want to chat. Thoughts?

  3. Hi Ray! Just listened to this episode while hiking the beautiful Pinnacle Peak trail in Scottsdale. Great stuff!!

    Love the idea of client welcome kit and questionnaire. Do you have an examples of those?