Why clients are superior to customers

Last time we talked about building trust and credibility.
Today we’ll talk about turning customers into clients.
I want you to think about why this is critical for success.
Customers buy products and services from you.
You and what you offer may be only commodities to them.
Instead, clients engage you to solve problems for them.
You want trusting clients, not hard-to-please customers.
That’s the best way to position yourself in their minds.
You go to a lawyer, doctor or other expert for help.
You don’t question their fees, no matter how expensive.
But if you are buying a product, you will question prices.
You might negotiate the price to what you feel is its value.
Rookies fail to establish value before naming prices.
They make offers before they know what customers need.
Professionals find out what clients need and want.
Then they offer solutions that only they can provide.
That makes a major difference in the relationship.
Which would you rather have, customers or clients?
Which would clients rather have, offers or solutions?
We’ll talk more about that next time.
Meantime, for help with positioning, click here.