Don’t Confuse Quantity with Quality

This post came about from a great conversation I was having over on our ACA LinkedIn Discussion Group with a colleague who was struggling with her target market.

I see a lot of people in our industry erroneously thinking that the only clients who can afford them are large companies.

But the size of a business (i.e., the number of people involved) has nothing to do with how much money it makes.

There are hundreds of thousands of solos and boutique business owners earning multiple six and seven figure incomes while there are millions of bigger companies that are barely scraping by.

What people fail to understand is that big companies don’t need us. They have the kind and level of workloads that simply require in-house, dedicated staff.

Even if they are remotely interested in our type of solution, it’s typically only to get it as cheaply as possible. And you can’t afford to be in business to be broke.

So there is a fundamental mismatch of values and priorities and needs.

Being a solopreneur/boutique business owner is a lifestyle choice. It has no bearing on how much those businesses can and do make so don’t make the mistake of focusing on the wrong market.

If you do, you are missing out on finding the RIGHT fit with those who actually VALUE what we do because they have more need for it, value the one-on-one relationship and, thus, are far more ready, willing and able to PAY WELL for it.

1 Comment Posted in Clients, Earning, Getting Clients. Bookmark the permalink.

One Response

  1. JJ Hall says:

    The best client relationships I have had are with fellow small business owners and folks who are semi-retired. Administrative support is important. If the client cannot remember due dates for tasks and deadlines for projects, they are in deep doo-doo. If the client’s work is scattered or disorganized, they find it difficult to remain successful. Now, this is where my business and administrative skills become important to the client. I ask questions and make suggestions. I organize the client from creating online calendars, setting up meetings, preparing presentation materials, drafting correspondence, editing materials, reconciling credit cards, and even coordinating an event or two.

    Often the client worked in corporate America with the bells and whistles of the corner suite–such as multiple staff and top of the line technology. Once the client is solo, they often realize their work no longer gets done at the snap of a finger.

    Hire an administrative consultant!

Leave a Reply

If you'd like your photo to appear next to your post, be sure to get your gravatar here.

Please copy the string moXK9r to the field below: