Premium Clients: Be one to know one 

 July 20, 2021

By  Jennifer Anastasi

So you want to work with premium clients.

Premium clients are my favorite people to work with.

They know what they want, they know that I’m good at what I do, and they’re happy to work together as peers to get the job done.

Most service providers want to work with exceptional clients.

Not only are they fun and easy to work with, but they are also willing to pay for those first-rate services that leave everyone feeling like they are compensated properly and that it was worth it.

Finding those premium clients isn’t effortless though.

It can be a challenge to figure out how to unlock that door that they seem to be hiding behind consistently.

It is possible however to position yourself to find these people on a regular basis and to fill your calendar with the perfect projects.

The best way to find these people is to become an outstanding client yourself.

The first step is to identify your premium clients

You can’t be a premium client if you don’t understand anything about what that means. 

The definition of a premium client is going to change depending on who you talk to.  So you need to define for yourself what that is.

For example, an outstanding client is somebody who has innate confidence in themselves and what they need. They know what the next step is for them and they already have a basic understanding.

If you are struggling with something in business, the best thing you can do is to educate yourself about the options out there.

You don’t know what you don’t know, but often one day on Google and YouTube can give you an overview of the options.

If you know that you need to attract more clients to your business, you need to educate yourself on several different ways to do that. 

If you would like to attract new clients on social media, for example, you should have a basic understanding of the different platforms that are out there.

I’m not saying that you need to be a Facebook ad specialist, but knowing that Facebook ads are an option is the first step.

The next step is to talk to a strategist for your industry (the more specific the better) and then hire someone to run Facebook ads if and only if that’s what the strategist recommends.

A premium client would never try to run ads on their own if they weren’t 100% sure what they were doing (for example they are a Facebook Ad expert).

A premium client will show up with a basic understanding so that the advice isn’t brand new information, but without demanding that a specific course of action should be taken.

They get that the knowledge and understanding they gained from some preliminary research isn’t the same as a service provider’s years of experience.

Next you want to understand what your ideal client values

One of the key pieces to attracting these top-notch people is to understand what they value.

This is all part of your brand foundation.

Values come from a variety of places but often the values that we hold as adults are set from the time that we are children. We value certain things based on our culture, ethnic background, and family.

For example, one person may value community over everything else. For them, the collective good is going to be more important than an individual’s success.

One particular value isn’t good or bad, it just is. Traditional isn’t better than innovative, they are just different.

There’s no set of values that are innately better than another set of values. So it’s not that you want to attract “right values”, but you want to attract clients who align with your own values.

When you can communicate that and work your values into your marketing (by showing people what they are instead of just telling them), you’ll be able to attract those people with who you work best.

If you’re coming at a particular problem with the same or similar value sets, you’ll understand each other and work better together as peers.

Another step is to understand the value you bring to the table

One of my favorite things about working with premium clients is that they have confidence.

They aren’t struggling and throwing spaghetti at the wall to see what sticks.

They understand that there are a lot of different ways to accomplish their goals, and they have confidence that they will figure out the best way to do it eventually. 

They are hiring you because they have confidence that hiring you is the right step for their business. 

You have to have confidence in yourself and your ability to help your potential clients. Without that confidence, you’ll never go far.

You have to have the right mindset and not fall prey to imposter syndrome.

A great way to attract these people is to be that special client with your own business when you hire a service provider.

When you are in the process of hiring a service provider you need to have confidence in the value that they bring to the table.

It’s a mindset that you have to have when it comes to hiring you so YOU know you aren’t being taken for a ride. Once you master this for yourself, you’ll be able to recognize it in others.

Finally, you want to create a great experience for them

Premium clients expect great experiences.

If you hire someone to work on your business, you’re going to want a great experience.

So as a service provider you want to craft the type of experience that will bring back exceptional clients over and over again and have them recommending you to others.

This means doing what you say you’re going to do when you say you’re going to do it. It also means thinking about what your client really wants instead of just what they say they want. 

For example, my clients might say that they want a new website, but really what they want are more clients that they get through their website.

That means taking a look at the larger picture, that larger puzzle, and seeing how the website fits into everything.

This is why I now provide messaging to my clients as opposed to just offering websites. Without the proper messaging, a website can look amazing and still get no new clients for a service provider.

I also make marketing suggestions as you need all three (brand messaging, a professional website, and amazing marketing) for a business to get those ideal clients that they want.

By understanding what they really want and what they really need, I’m able to provide that great experience that gets them results.

Those results will then help them effortlessly recommend me to others and to come back for more.

To Wrap It Up

It all comes down to understanding who your ideal clients are and to being a premium client yourself when you hire other service providers.

If you can do these two things you can attract excellent clients with ease yourself. 

You’ll be able to identify them on sales calls and say yes to them easily, and to identify clients who are not premium and who may potentially cause headaches down the line.

Then it’s up to you if you choose to take them on.

Filling your pipeline and roster with premium clients is possible if you have the right strategy to do so.

If you need help positioning yourself to work with these amazing clients that make you excited to jump out of bed in the morning and get to work, then let’s schedule a call to see if we’re a good fit to work together.

You can book an initial fit call here so we can see if we’re a good match.

Resources

Jennifer Anastasi

I’m Jennifer Anastasi, a Brand Strategist. I create respected brands for consultants and service providers. You can ethically gain respect and stand-out to attract those premium one-to-one clients with ease in your business. Together, we make sure you look the part so you can show off that real expertise to the world. I'm all about the practical approach with my background as an engineer as we work to change the world one step at a time.

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