Realistically, few clients hire us because they enjoy our professional services.

Most clients hire us for help in resolving problems or realizing specifically desired outcomes.

Clients really want their problems resolved or outcomes achieved as easily and with as few hassles as humanly possible.

New clients will usually consider their own resources before selecting a service professional.

To avoid paying professional fees, many clients would prefer to resolve problems on their own or with the help of employees or staff.

Unless their initiatives produce immediate results, as a second choice, they will look to us as service professionals for help.

At this point, they will have recognized that they need us to help them find a solution for their problems.

Realistically, as qualified service professionals, we are well positioned to do more for our clients than they expect or could even imagine.

The broad range of resources that we can draw upon increases the likelihood of a successful satisfying clients.

That’s quality service at its best.

~~~~~

To learn more about quality service, see Chapter 3 of How To Market Professional Services.

That’s a new book, the first draft of which is currently available free … but only for a limited time.

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Yesterday I raised the question: is your self service as good as your client service?

Strange as both the question and the timing may have seemed, it was not a random act of weirdness right out of the blue.

Last week, I had lunch with a service professional whose main business activity is helping owners of home businesses become and remain focused on achieving their goals. Instead of lunching at one of the great restaurants in her neighborhood, she requested that we get some take-out fast food and have lunch at her nearby apartment. She explained that she was feeling broke.

Over lunch she told me about the book that she had prepared over the past few months. Turns out that the book had absolutely nothing to do with her professional service. After listening to her talk about her book, I quickly realized that it’s one and only strength was her passion for the project. There was little to suggest that the book would be marketable, let alone profitable.

To make her financial situation even more problematic, a training workshop that she was planning for a social services agency was at risk of being cancelled. Like her book, this workshop was not directly related to her professional services. Although the topic was within her area of experience, the primary purpose of the workshop was generate revenue.

As an author, I certainly understand the appeal of writing about a passion. And as a speaker and trainer, I know how hard it is to resist the allure of a paid speaking gig.

However, as a coach I recognize the importance of helping clients remain focused on achieving their business goals. And as a marketing coach, my role is to help clients attract more ideal clients.

To best serve my clients, I must walk my talk. How can I be in position to help clients, encouraging them to act focused and purposefully, when in my own business I pursue whatever interest seems more relevant at the time?

If there is any good news about my friend’s situation, it’s that she is not alone. From my experience, it seems that many service professionals also act from the position of “Do As I Say, Not As I Do”.

What a disservice to their clients …and themselves.