I’ll be honest: hand-holding used to be my least favorite part about client work.
It’s the part that comes before the engagement, the soothing, the reassurance, the trust that they’re making the right decision by choosing YOU.
When you get to a certain level of acknowledgment with your work, this literally becomes more difficult because you’re in high demand and that means you have less time to hem and haw, procrastinate, pussyfoot around, dragging their feet on making a final decision.
But my God this step is critical.
Not because clients want to nit pick you, or try to catch you off guard, but because they want to feel good about working with you.
I always said that 50% of any client engagement is just about making them feel taken care of and it’s true.
It’s our job to assure them that they’re not another number. Just in and out, another day, another dollar.
Making money gets a lot easier when you stop focusing on making money and start focusing on the person giving it to you.