Provide value, didn’t you hear a lot?
but you are probably asking yourself: How can I truly get clients to see the value I bring to the table?
Often conversation seems stuck on details rather than actual value.
Whether you’re a writer, marketer, or designer, clients have business goals.
Clients seek you out because they have specific goals in mind—they want to be memorable, stand out, and achieve something significant.
Think of it like a meal at a high-end restaurant—the presentation is beautiful, but what makes people come back is the taste—the experience and satisfaction. Your work is no different.
Moving beyond features to emphasize benefits
If you’ve ever found yourself explaining the features of your work rather than the benefits, consider this: What if you flipped the script? Instead of highlighting what you do, center your conversation on why it matters.
Here are some questions to ask:
What kind of experience or feeling do you want your customers to have?
How do you want to be remembered in your field?
What’s the larger goal this project will help you achieve?
These questions help you get to the heart of what helps them meet their goals and make a difference in their business.
Understand their “why.”
When people come to you for help, they may not always know how to articulate what they need or why they need it.
Let’s say a client mentions they want a “bold” campaign.
You might ask, “Why bold?” Their answer could reveal a deeper goal, like breaking into a competitive market or building a brand that people remember.
Now you’re not just creating something bold; you’re shaping an experience that’s tied to their aspirations.
The real goal is to translate these desires into solutions that resonate, not just with the clients but with their audience.
Impact Delivering
Imagine two outcomes.
In the first, your clients walk away with work they think looks great but doesn’t help them achieve their goals.
In the second, they might have been hesitant about some bold ideas initially, but second, they might have been hesitant about some bold ideas initially, but the result has driven engagement, boosted recognition, and even increased sales.
Which outcome do you think they’ll value more?
You give your clients a lasting advantage—something that genuinely impacts their business or life in ways they hadn’t even anticipated.
Tip: Every choice should have a reason behind it. Every action should answer the question, “How does this support their ultimate goal?”
Build trust through meaningful conversations
Meaningful work isn’t just about the final product; it’s about building trust throughout the process. This is especially important because, for clients, sharing their vision is personal.
They’re trusting you with something they’re passionate about, which makes active listening and understanding essential.
Here’s how to foster it:
Listen more than you talk. Allow your clients to fully explain their goals before offering solutions.
Ask thoughtful questions that dig into their long-term aspirations and how they want to be perceived.
Reflect their vision back to them to ensure clarity. Restating what you’ve heard can confirm that you’re on the same page and help build confidence in your approach.
Show how your work aligns with their goals so they can clearly see how each decision supports their vision.
Long-term benefits of building strong client relationships
Clients who trust you aren’t just clients; they’re collaborators, advocates, and champions of your work.
When you help them achieve their dreams and support them beyond appearances, you’re not just delivering a product or service; you’re delivering a solution that transforms their business or goals.
They’ll come back to you for more, building a network of loyalty and referrals that goes beyond any single project.
Embrace that purpose and let your work not only speak for itself but create a ripple effect that builds trust, connection, and growth.