How A List Clients Hire (Must Read Advice)

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Welcome to another issue of Passionate Income.

Today we’ll be discussing how 'top tier' clients hire service providers.

While most freelancers, consultants and agency owners battle over bottom of the barrel jobs, today's post will give you insight into how the A List - including millionaires and even billionaires - hire service providers.

Let’s dive in.

This issue is sponsored by us - Passionate Income!

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While we're not big fans of the freelancing model long-term, there's no denying it's an incredible way to get paid to learn skills. Skills that, if leveraged properly, can help you build a real business with enterprise value.

Unfortunately, most freelancers are good at their "thing" but terrible at selling it. And because of that, they struggle to hit their income goals.

So, in today's issue, I wanted to discuss a couple of concepts you can use to do a better job of selling your services (whether that’s as a freelancer, agency owner, or consultant).

First, understand that done-for-you offers are different from info products.

In the world of information, gurus teach you that you need to create a new and exciting opportunity. That you need to have a 'unique mechanism,' and a new way for someone to solve their problem.

With done-for-you services, however, the opposite is true.

Especially when it comes to larger businesses. Mainly because the type of people who buy consulting and professional services are skeptical when expertise is packaged as "new."

Instead, what professional services buyers want is a trusted advisor. Someone who walks the walk and knows what they’re doing.

And because of that, adopting the info product approach of 'new and exciting' can work against you.

Second, understand that the best clients hire people they know, respect, and trust, or who come recommended by a close friend or colleague.

As someone who’s freelanced since 2012, I've seen this in my own business.

Without fail, my wealthiest and best clients have always come from referrals.

Period, end of story.

See, successful people usually have large networks. And because of that, they don’t need to take risks on some freelancer, agency, or consultant they found via a Facebook ad.

Instead, they can tap their network of people who’ve already vetted different service providers (allowing them to hire someone with a proven track record).

What you need to understand is that - for A Listers - the hiring process is about trust and risk reduction. For successful clients, the money doesn’t matter.

Instead, what they're most worried about is wasting time.

If they hire you but you fail to generate the expected outcome, the time they’ve lost is worse (for them) than whatever amount of money they paid you.

So, by hiring service providers based on referrals, clients reduce the risk of working with someone who's going to waste their time.

Third, online reviews for service providers are virtually nonexistent.

While it’s true sites like Upwork allow clients to leave star ratings when working with freelancers, it's rare A-List clients hire service providers off of Upwork (for the reasons mentioned above).

And because of that, unlike physical products on Amazon – where there can be dozens if not hundreds or thousands of star ratings – there’s no way to judge the quality of your service upfront.

Instead, the only way a potential client can judge the quality of your service upfront is by your reputation. Which is, once again, why having a network of successful clients who will refer you is so important.

While there are different ways to build your reputation, including putting out content on social media and posting client wins, studies show word-of-mouth is still the gold standard when it comes to reputation.

So, while this probably doesn’t come as a surprise, one of the most important things service providers can do to increase their income is to proactively improve their reputation.

The easiest way to do this is to meet and exceed your client's expectations (so they develop a favorable opinion of you).

Unfortunately, this is where most service providers fail.

They promise the world to make the sale, but when it comes time for results, they drop the ball.

If this is something you resonate with, understand everybody goes through it.

However, if underperformance is a recurring pattern in your business, you need to do one of two things.

First, stop making promises you can’t keep just to land the sale.

Second, improve your skills so that you can deliver better results. Which, in turn, will allow you to make - and keep - larger promises on your sales calls.

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💡 Takeaway: When hiring someone, A-Listers worry about wasting time more than they do losing money. And because of that, their hiring process is more based on referral and reputation compared to 'regular' clients.

🎁 Resources:

1. Subscribe to my ​YouTube channel​ for more online business tips

2. Take my free ​Faceless Instagram Page course​

3. See how my student gained ​900,000 IG followers​

4. Join my ​AI Newsletter - Geek AI

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