Many times for people in the creatives industry, it feels like we’re chasing after clients a whole lot of the times. But then we see those companies that have clients chasing after them instead of the other way around. What is it about them that make businesses like those stand out?
We’ve been working with some of the best companies the past couple of months. We received training from Muse Storytelling by Stillmotion, a film company that’s saying no to more clients than most filmmakers want to. We’ve worked with high-calibre brands like Bundaberg Brewed Drinks, Rescue Swag and others.
What do these companies have in common? Aside from the obvious- being that they’re very good at what they do, there are a couple of other things about them that easily stand out. Allow me to share three that are non-non-negotiable amongst some of the most sought-after service providers.
They know their “why”
Companies that are high-calibre are those that have a clear and distinct “why.” What is the purpose of your business, brand or company? It should be more than just making money. Money is the tool that you use to get to your purpose, but what do you stand for? A clear purpose, a mission, is one thing that sought after service-providers have in common.
Moreover, the purpose of some of the best in their industries, we’ve come to notice, always goes beyond the selfish. It’s often always to help a group of people or a community. If your “why” is limited to yourself, it’s not big enough. Have a big why that encompasses others as well.
Help clients determine and reach their goals
Do your clients know where they want to go? And more importantly, are you doing whatever is necessary to get them there? At the end of the day, what matters most is the results of our labour. It’s not the billable hours or the expenses incurred. It’s the revenue, impact and difference you made in your clients business.
What are you doing to help your clients determine and achieve their goals? When we help them succeed, they will tell others about us and you will get more work that you will be able to handle.
Build a partnership, not a transaction
One thing we’ve learned from some of the best, and we’re starting to pick up more and more, is not to have transactions. When your deals are “transactional” you’re going for the bare minimum. Of course, you want to get paid for your work, but you should shoot to achieve something greater.
It’s always a great idea to treat a client as if you had a stake at what they’re doing. Imagine you’re their business partners. There’ll be nothing you’ll want more than to help them succeed because you succeed with them. When you shift from being transactional to partnering with your clients, clients will want to work with you.