Make Friends, Not Clients

Bullshit: Facebook and WhatsApp are for friends and family only. 

Good news: Social “selling” is happening everywhere these days especially on your smartphone.

This message (picture) from a client means the world. It resonates, because clients always have dreams and vision; your role is to HELP them get there.
Heard the stories about door-to-door salesmen being rejected? People getting scammed online? Just reflexes. Genuine conversations  instill the trust process.
Clients can become your friends, no matter where they from, I believe it’s the ultimate goal!
Please remember 2 things: People buy from their friends first. Money keeps the lights on, but great relationships are everything

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How To Write Effective LinkedIN Invitations?

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Story 1:
After receiving multiple reminders telling you that you have a package to pick up, you call the company who let you know that the package is actually a free water tester kit that they’ll bring to you to test your water and then offer you service to improve your water at home.

Story 2:
You are waiting for important feedbacks from your prospects regarding the response you sent to assess their business inquiries. You then hear an email notification while you’re making your morning coffee. You rushing to your desktop, opening your browser, and discover mail  from someone in Africa who received a million dollar inheritance and need your help (i.e: bank account details) to recover it.

Uncomfortable truth: “We are surrounded by scams!” We’ve been the victims of cold calling/emailing or scam techniques and schemes for decades, now we can smell the sale from miles away. Today I will focus on LinkedIN’s most important feature: invitations.

LinkedIN is my favorite engagement tool. Unlike Facebook, Twitter or Instagram It aims at people who are down for business and networking. I’ve already told you about the 3 Things We Are Doing Wrong On LinkedIN let’s go deeper

  1. Profiles : a total stranger has put some time and effort to write his story (LinkedIN bio), please read it carefully! At least read the headline, ads that sell have short and efficient headlines. Once you’ll start reading it, you’ll ask genuine questions. Especially if you both share common activity fields. Note these questions down. They’ll be helpful.
  2. Activity : Activities are key elements on LinkedIN, they will tell you how many followers people got, the articles they put online, their likes  and comments.
  3. Groups : like Seth Godin said: “we are all part of a tribe”. I love marketing and advertising, social media and design. Where will I find professionals talking and sharing stories about the things I really care about and giving me the opportunity to bounce off ideas? In LinkedIN Groups! If you we are part of the same tribe, chances are our conversations will be interesting.
  4. Causes: what are your passions? Art and culture? Sports? Music? Animal lover?
    If you do, let me tell you something: we are already friends, but you don’t know it!

Now you know four aspects to take your engagement skill further. LinkedIN is all about connections and sending the right invitations to the right people. How to send and personalise an invitation? My friend and LinkedIN expert Viveka Van Rosen can help you do that.

A good advice: stay creative. Remind yourself that you are a stranger and an intruder on the wrong side of the gun. To sparkle my curiosity -and keep me from pulling the trigger 🙂 – tell me who you are: How did you find my profile? Did I say something interesting in it? Do we have connection in common? Are we in the same group? Did you like a post or comment I wrote? So many ways. Be original, make me smile or laugh in 300 characters. If you write a quote, instead of running your polite “looking forward to read from you” jargon you’re on a great start: “Great minds think alike”.

Should you copy and paste invitations? Sure, especially if you have a lot of them to send over! Just tweak them a bit to show that you really care. And please…oh please…spell my name correctly : Denzel and Lionel aren’t the same person. I wish they were! 🙂

Practice, practice, practice!  A great source of inspiration could be dialogue from movies, tv shows, even books/comics! Look how strangers start a conversation with a character you like.

An invitation example could go like this:
Hi XXXX
I just liked your comment in regard to __________. I hold a similar viewpoint. I wish to connect with people on the same wave length. Hope we’ll share interesting conversations around ________. Happy to connect!

In conclusion, what undermine our success is the obvious things we know but miss everyday. Make a goal to send five genuine LinkedIN connections everyday. Track your failure/success rate and adjust.

We all hate underhanded marketing and time-wasters. We get interrupted all the time, even by LinkedIN invitations coming from nowhere! YOU are the product. I strongly believe that you can help someone out there – out of your country –  by contacting directly and honestly and maybe -I’m sure!- a great conversation will follow!

Your turn! Please, inspire us now! Share your stories and some examples of your best invitations, the ones that worked for you, in the comment section below!

6 Things You Are Doing Wrong On LinkedIN

[UPDATE – 09/29/17 : 3 More things you are doing wrong on LinkedIn]

There was a time, not so long ago, before the invention of the internet or e-mail, when we used to write letters. We used to sit down and write with passion and strong empathy because we knew that it would take weeks before our correspondents get that mail. When it will arrive? Will they get it? How will they feel when they’ll read it?  The anxiety was real. These are the common things most people do and that will undermine your success on LinkedIn.


Sending too much (not personal) invitations.

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Ever asked your contact to introduce you to another contact and as an answer, you got: “I absolutely have no idea who that is!” Social media is not about the numbers it’s about great conversations. I used to think that the more connections I could get, the better. I was totally wrong. People have absolutely no reason to accept your invitation just for the sake of accepting it, the only question they are asking is: will you solve my problem?

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Don’t connect yet!

There are easy steps you can take to maximize your chances of interaction on LinkedIn:
1-Go read their profile: don’t scan it. Read from top to bottom where their interests are.
2-Always send a personal invitation: introduce yourself, the reason you are contacting them, use “you” instead of “I”, add some humor in your message, make it short. The next time you see a profile and that blue button “connect” which is screaming for a click, don’t. You have the choice on the app and website to custom your invitation, use it.
3-Say thank you! A person stopped his activity to accept your request, it’s an opportunity to engage. Be thankful!

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Custom it

Running your (mouthful) sales pitch on me just right after we are connected
I’ve made that mistake once. I added a lady to my network and I was in a rush to talk about my art gallery to her that I totally forgot to read her bio. “If you had taken the time to read my profile you’d have noticed that I’m french..just like you!” She was right! You don’t say to people “Hey here’s my work!” right after you greet them. Send your material if they ask you to or when you know their story enough to talk about you. Remember, it’s not about you, be genuinely interested in the person you are talking to. It takes two to tango. 


Giving me a Thumbs up emoji / Not sure / Thanks, message after I engage in a conversation with you
If only thumbs up could speak? I hate it! Seriously! You don’t realize it, but you come across as a rude and obnoxious person. A dumb person working at Linkedin had the idea to place these irrelevant buttons in a professional chat, bummer! 
Some people are complaining that LinkedIn tends to be like Facebook and they keep the same reflexes in a professional conversation. If you are busy and you can’t talk, say it, write this instead: [copy this part]“Hey buddy, I’m busy right now, but I’m interested to know more about your story. Maybe there are possibilities we can explore to help each other grow? Can you give me a call at [Time] or email me at  [Email address], would that work for you?” [paste this part]


Wrong answer to endorsements.
The endorsement is powerful on LinkedIn as they validate your expertise, and they are free! But why this is what I get 90% of the time I endorse someone: “Thanks for endorsing me for _________”. That’s it. End of conversation.  Can you do better?


Saying congratulations or well wishes to strangers.
My agency celebrated its 10th anniversary a month ago. That day was fun, I was overwhelmed by the number of messages I received. Thank you! Unfortunately, they were almost all the same: “Congrats on the anniversary, I hope you are doing well.” and I’d go like “Well that’s very nice of you, I am well thanks! How’s your day/activity going?” Aaannnnd…no answer. Please don’t spam the “Congrats” button if you are not keen to engage with someone. It’s like showing up at a birthday party -without a gift 🙂 – and leave in the minute. LinkedIn placed that button for you to use it very carefully.


Reading my messages without responding
Busy is the new stupid. When you get a message it’s your obligation to respond. Hello! I know when you’ve read it because there’s a little icon telling me that.  Do not play possum now! If you are busy say : [copy this part]“Hey buddy, I’m busy right now, but I’m interested… [you know  the drill]


Connecting with people just for the sake of it
Some people are connecting with you on LinkedIn while they have zero activity there. They accept four months old invitation, and they land like flowers in your network. Thank them for connecting, kindly remind them about their lack of presence on the platform and ask if there’s a better way to reach out. If you get no response after the third attempt, jump to the next step below.


One more thing: remove some connections.
You can’t please everyone, thank God! Learn to ditch -politely- your LinkedIn connections. Let them know that you’re still open to the conversation by leaving your email for example. Don’t chase people: send one message, wait and set a follow-up reminder. If at the second message they still don’t respond, send them an email apologizing and reminding them that you tried to contact them. After that, don’t be a pest. Let them go and move on. LinkedIn is all about motion.

Of course, this is a short list, I can’t wait to learn from you. How do you deal with your social interactions on LinkedIn?  Let me know in the comment section below.



Lionel Thomas, an Englishman of French-Cameroon descent, is a self-taught painter known for his rare ability to evoke not only emotion in the subjects he creates but emanating those same emotions quickly to viewers upon regarding the works themselves. To not miss his upcoming artworks, do this simple steps now! Follow his blog / Visit his art gallery / Like and share his Facebook Art Page (if you are not on Facebook, just subscribe to the newsletter at the right bottom of the art gallery.) 

 

 

Where To Find Endless Stories And How To Build A Great Place For Storytelling?

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I used to sell computers back in the days, for a famous french retail store. The direction put pressure on the sales team and I was always looking for the very best techniques and tricks to sell faster and more. God was I wrong! My clients didn’t come back and didn’t call me either. My follow up Emails went to their trash cans. Maybe because they realized that I tried to sell them expensive warranties instead of computers.

I started hitting books about selling, but they were full of dull sales tactics and tricks. One caught my attention and It was “The Little Red Book of Selling: 12.5 Principles of Sales Greatness” by Jeffrey Gitomer. Jeffrey is a very cool guy and it shows in his writing. I stumbled upon a sentence that would later resonate with me: If you want to sell without looking and sounding like a jerk, join a Toastmasters Club.

So, I went to a TM’s club session in Paris and I was so thrilled to meet enchanting, warm people curious to know everything about me and applauding me as I took the stage to speak non sense words while my legs were uncontrollably shaking. The applause closed my speech and made me eager to come back for more.

Same ambiance in Brussels: laughs, applause, friendship, Open-mindedness .

Once you start to realize there’s no TM club in your town – I was living in Lille (France)- back then, you want to bring the whole experience in. Here’s a fact: building a public speaking club is hard. Public speaking is human. Let’s have a look about the challenges we are facing when we are dealing with people:

1- They don’t have time
That’s the number ONE objection you’ll get. You’ll learn that time based objections are hiding the most important concerns. Let’s put it this way: it doesn’t take too much time to hang out with friends on a Friday night, have a drink and spending some quality times. It makes you forget about the hard work week you had. Why then, going to a Toastmasters meeting would be that much time consuming?

2- They are shy (and scared)
We are all shy! It’s hard to perform in front of strangers. I never thought Elvis and Michael were scared to death at the single idea of performing. I once witnessed a start-up founder fall off the stage before his speech, painful experience but not something you can’t get over with. Shy people are the greatest speakers. Believe it!

3- They forget about things
If it’s not important to them, they’ll forget about it. How Important is Toastmasters? What’s on the table for the individuals who want to join it?

4- It’s hard to catch their interests
Do they like movies, money, fame, music? What goals are they pursuing? What’s the first thing they do when they wake up in the morning? What keeps them up at night?

5- They lack of self confidence
Some people think they don’t need to practice their speaking skills, because they think they were naturally born with it. Some don’t think they are “capable” of speaking. How to make people believe in themselves?

Now, according to me, here are the tricks a TM club builder should use to get his project on track:

1- Say Hi and smile!
Ah! The daunting art of approaching strangers without sounding like a sales rep. What’s your name? -Open your arms, apologize- state exactly what you doing, and grab their attention with questions. Remember to keep smiling! Nobody talks to grumpy people.

1- Explain Toastmasters in your own words.
What Toastmasters is all about? What we do? Where we do it? How we do it? What we learn from it? Use your own words in a simple talk.

2- Get your business cards ready
Put your name on it and every professional links -websites, social media, etc.- where you and your club can be found. Design a nice but simple business card and always give your interlocutors two or three of them each time

3- Design your communication materials
You should get your website and your printing visuals ready. The writing content doesn’t have to be complicated but it SHOULD look nice. The best designs are talking to human emotions and emotions sell. Craft illustrations, use images, make bold statements and call to actions. Ask for the help of a designer among your friends or business connections.

4- Engage on social media venues
Why social media? To build a community near you. A community of listeners. People wake up in the morning with Facebook  app opened in their smartphones or tablets without even having their feet touch the ground.

5- Spread the word
Newsletter, invitations, interviews, podcasts. I mean, you have everything at your disposal to make noise and get noticed. Go to groups or forums and tell them about your challenges, any issues you may have in building your project up. You’ll always find great insights coming your way.

6- Call for action
Put your number and Facebook page address in front, middle and bottom of your club’s webpage. Ask your visitors to subscribe to your newsletter, join your events; openly ask for memberships. If you don’t ASK you’ll not get anything. Don’t be afraid to ask.

I’ve participated -with two friends- in starting and launching the first Toastmasters club in Lille, our biggest challenge was to find the proper venue for our meetings, and to persuade others that it’d not take that much of their time to come and have fun with us. Today this club counts 25 members and got its certification. Now that I’m in Cameroon (Africa) , I can feel that the lack of culture: no libraries, no theaters, no music venues, no Toastmasters. How to change it?

Either you are a TM member or builder, you are seeking for changes.

I think we are all craving for a change but are fighting so hard against it at the same time. The experience of building a club is the same as founding and marketing your own business. It’s full of failures and discouragement. A Toastmasters club near you is the place to find great stories, have fun and meet new friends. It’s a big family all around the world with open hands and hearts. I think It’s easy to go out and club all night. It’s not that easy to sit down, prepare a speech, rehearse it, stand up and talk to persuade others about the importance of your story. We are all laughing and crying for the same things: books, movies, illustrations, music, arts..
We are all listening to storytellers, because everyone likes a good story.

What Your Clients Will Say And Do 95% Of The Time

I never yelled at a client. It has never been part of my intentions when I first started my business. Yet, when that day came it was such a relief! As a young entrepreneur, the amount of passion, energy you put in your craft and how you care about your first clients is amazing. I dreamed big, -I still am- thinking about how I’d cater to my customers the best I could, making it the stepping stone of my company. At first, bad days were just about me being sad not making enough money to pay bills; then the reputation starts growing and you attract different type of clients. How you’re going to deal with them is important. A clear strategy is needed. Creative professionals always charge their services in two parts: the caution, to make sure everything will run well, keep the boat floating; and the final delivery payment. What happen between these two parts is sometimes drama. This is like Moïse opened the sea up and closed it at the wrong time, usually when you have the final payment invoice in your hands. Sadly our activity is more about figuring what will be the next silly idea that will pop up in our client’s mind, than the actual work on our plate. “The client is king” they say, “Long live the king” they chant… yes whatever?

//* Don’t read if you’re sensitive to spoilers // I knew a king that pissed me off so much for an entire season -or two-, and this got me wondering why somebody hadn’t kill him already. You know him well…

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When you deal with complicated clients you are always on the verge. You feel it coming. This little voice inside your head will say “You fool! What’s going wrong with you? The amount of money on the table was not worth it. Why you took it?” Wish you left it to somebody who’d be able to handle all the pressure you’re in right now. I remember reading an article about Steve Jobs, it narrated how Paul Rand – famous designer of NEXT logo- , pissed off,  banged his fist on the table saying “This is my job! I know how to do it!”. I almost stood up and gave to my computer screen a round of applause. Strange to say, clients will respect you for that. Don’t be afraid, nothing wrong will happen to you – feel the salt of the sea in your mouth already?- 😉

Here’s what clients don’t know: the process of creativity is long, tedious and hair pulling.  Strategic choices -painful ones- have to be made, time is limited. Deadlines are dreadful. We -creative professionals- are suffering, because we care about every single details that will render the big picture well. They don’t see that, let me tell you why: because cheap, careless, do-it-for-the-money graphic designers came along way before you. They serenaded awful songs to them and they liked it, thy did this awful job you are now in charge to fix!

I will write about these “design slaughters” in another article; for now let’s refocus on the designer-client love and hate relationships. This is the client’s job: lower your pricing, they are in for the “more bang for their buck”. They want cheap prices with unlimited changes, unlimited feedback’s and unlimited calls. The question to ask yourself is can you deal with all that? Here’s, in my experience, what they’ll throw at you:

“Let’s see how you do that, give us free samples to show to x, y, z decision maker in our office, then we’ll ball”
Dear client, the ball is in our portfolio. What you are calling free samples is “spec work”. We are not new to this business and if we crafted our website carefully with all our previous work in it. You should check it. Are you entering a nice restaurant and asking the chef to “get over your table in a hurry” and let you taste his/her special meal with this special sauce on it. You’d “buy if you like it. Deal?”. Not in this world. All you need to know about the menu is displayed at the front door. You know exactly what’s cooking there and you have testimonials all over internet to make a buying decision.

“We will advertise your business if you do this or that, we have an amazing network of new clients for you!”
If I could get a penny every time I hear this…
Dear client, this is not charity: I’m a creative professional. My agency is helping companies in advertising and communication fields! No one is better at self promoting than me and my business. This is what you hired us for, isn’t it? You are just saying this because you are hoping for a good rebate. Plus nothing will guarantee me that you’ll stick to your words, because nothing force you to do this in the future.
It takes time networking and promoting a business. If I’m in front of you it’s because you don’t have the time nor the expertise to conduct these tasks effectively. Here’s what will happen 90% of time: you will forget it! Few days later, I’ll be asking you “have you spread the word about my business lately?” I’ll get a vibrant no or a lie. Clients don’t have time! They are busy!  If you really want to help me, dear client, here are my business cards with my agency’s website address on it. Please do share and bring me referrals I’ll appreciate it. I’m already advertising your business on my website and at every meetings. Freely.

“Hey you owe me money remember few months ago we did so and so”
Dear client, where were you “few months ago” when we were awaiting your final payment? This is why we set up a caution. To allow us to work safely. Because we know that the business life is full of surprises. Bad ones. Just because you left a caution don’t mean we owe you money. Have you ever left a nightclub with your bottles at the bar and came few months later asking “where are my drinks? I left money here”

“This wasn’t considered as a modification to me”
Dear client, you know that in this craft we charge you for every modifications done after delivery. Why? Because we know perfection doesn’t exist. And, like us, you love perfection. We could still be on it at Christmas. Every time my stylus touch the tablet to change something for you, my time is involved. I could spend this time doing something else. Modifications are becoming downward spirals so easily when they are not restrained. We don’t want them to happen; that’s why during the process of creation we submit mockups, directions, sketches for YOU to choose. If you don’t know what you want in life it will cost you. The same goes in design and marketing.

“Could you submit other propositions for this work?”
Dear client, we are down for whatever, whenever you provide us the fuel to do so. We are running a business like you and our time -like yours- is valuable. It took us weeks to come up with a solution for you. Now that we are close to the delivery and the deadline is near, don’t ask us to work more. If you want more propositions, an additional invoice will be submitted. Fair enough?

“Are you down for the money or your client’s satisfaction?”
“Take no prisoners” type of question here. Dear client, you are playing with my feelings here. You didn’t hire me to be nice to you. I don’t ask you to like me because my work is NOT me. My ability is to build something out of the clay you gave me-client’s brief-. If I asked you the right questions, if my job has been done properly: the result is YOU.
I’m okay with client’s satisfaction. I’m always providing free tips, writing articles, interacting in forums and discussions. You could ask me questions anytime about your issues I’d be glad to answer them in my free time.
You have my number right? Let’s schedule a call anytime!

“Change the color: turn it green
Here I go “what type of green do you want? Do you have the specific code for that green?”
“Don’t know, but we know it should be green, it’s not the same green coming out of our Hp printer” they say.
“Have you calibrate your screen…? Have you consult your printer?  Do you know what will be the effects of that green to your audience? ” I reply.
“We have no clue” they snap back.
Dear client, designers are masters of colors. They know exactly how strong visual emotions go. If I chose this color charter for you, I really knew what I was doing.

Can you make the character / logo / design / illustration bigger?
How big? Let me tell you more about everything going on that canvas. In Design, elements works in harmony, they are “designed” like this. It’s how they work. When you ask something to be bigger or smaller, you are provoking the entire system to bug.

It’s 11 pm and I wanted to call you”
Dear client, you simply can’t. Like you, I have a life. If you reach me out of business hours, you give me the incentive to regret our collaboration -and hang up-. It shows me that you are selfish and self-centered. May be you think the money you engaged allows you to act like the Egyptian pharaohs?

Can you come to our office regularly?
Dear client, I came alone to this meeting but I’m not alone. I’m just the account executive and CEO as well. I’m working with a team. When you see me in your office it’s because we made our respective schedules work for that day. When I come, if you have a meeting, I’ll patiently wait in the lobby.

“Can you work with our interns on this?
Duuuuhhhh…No! We are only dealing with you because we know that your interns are not the decisions maker here. If you could spare us these useless back and forths, we’ll appreciate it very much. Thank you!

“Can I interrupt you during your presentation?”
Dear client, if you do so, my speech will be troubled. This PowerPoint presentation was gently nailed for you. We rehearsed it. Please, listen to what we are saying, it’s important. You can put your phone in silent mode, nothing is more urgent than this work we are presenting in front of you right now.

“We had your budget but it was used for another urgent matter.”
Dear client, what you are telling me here is that the work you hired us for wasn’t important. We spent time together on calls, briefs, feedbacks, and now the project’s start is rescheduled to a date you really don’t know. Next time you hire us the cost will be higher. Why? Because If we had to wait for you to be ready and in the mean time over clients came in and pay the right price for the right service.

“We could get it cheaper on Fiver or 99designs or whatever cheap sites out there”
Dear client, you don’t know enough cheap places you can go to :). It’s our business, we know very well our competition. If you want commodities, we can point you -gladly- to the right places -persons- for the job. Unfortunately, Epson, Adobe, Apple, Wacom, Western Digital, Dropbox, Internet providers and every technologies we work with on a daily bases don’t offer us cheaper products. Our employees need a pay, they have also mouths to feed.

“You are too expensive!”
Dear client, few months ago I was on the market for a new laptop. My aging laptop was bugging and that slowed my workflow and my ability to deliver. I wanted a laptop that last longer, more reliable and fast. I then made my researches online and I came to the conclusion that only Macbook Pros could give me that solution. Hell! These cats are expensive! But I know what I want. I know that I can’t sacrifice the quality for the price, I know that if I go for the cheap solutions I’ll be happy for few days / months, but when my laptop will start bugging again or I’ll change its battery regularly, I’ll surely regret my investment. What’s the point of paying the double or triple down the road, when I can pay big now? I want peace. I want sustainable solutions for my business. I want a great support. I want experts to provide me the best of their works. I’m ready to pay the price for this. No shortcuts. Are you?

“We’d like you to give us native files / codes for that project”
Dear client, you are asking for the blueprints. They worth money. We are the guardians of these blueprints. In case if something goes wrong you can fall back on us for guidance and help. Don’t ask us to give you these files because we know that you will give them to the competition or your interns, who will do -90% of time- an awful job, and after that you’ll come and blame us. As designers and creative we are responsible for every little things we put out in this world. Leave this power to us.

“We work without contract”
Dear client, a contract is not a punishment. It’s not a trick destined to trap you! It will protect you and us from those non sense conversations we will have in the future. I know that painful conversations are good and necessary. But they don’t have to be total non sense! We both agree to do the work based on common terms. The contract make sure everybody will respect his words. Please, sign this contract.

“Come on, be flexible!”
Dear client, we know where flexibility lead. You want us to work the magic out for you, that’s what we’ll do. But what about you? Are you flexible?

The path I took is not an easy one. I decided to bring my expertise to Africa few years ago. A continent where design has left -some are wondering if it has ever existed-, where all need to be done, where we are tired of non-development clichés like famine and diseases,  where people go overseas to buy great stuff they can craft locally and make it their own. Many have left, exhausted trying, some are still here because the love goes strong whenever difficulties and challenges arise. I’m bringing changes. It’s not because we are in Africa, that the sun is brighter, that we should do low level business, or flawed one. Look where it led us? Change is hard! It doesn’t happen overnight. We have stopped communicating to each others decades ago, now we are paying the price and can’t even recognize bad work when it happens. I love my clients, I really do. As a father loves his children and sometimes needs to find solutions to make them change when they go wrong. I’m not here to “play nice”, to “be nice”, may be my competition is. I go by the rule that you expect me to be real with you. This my business policy.

Artists Why Are You So Expensive?

“You are too expensive! I can’t afford your services! If I advertise your business will I get a discount?” All around the World, same song; same old objections we –artists- are getting every day.


My answer: “How are you going to advertise an advertiser? It is part of our daily job to prospect, sell, promote ourselves and your business. Why would we need you, dear client, to do so?”

I’m baffled. Clients are calling you because they need your expertise. When a meeting is set up and you go to their place of business, I have one advice to give to you: keep your eyes and your ears open.
What type of cars do you see in the parking lot? How many employees in the office? How many computers, the furniture?

Did you came all this way -to nice venues- to sell yourself short? You have bills to pay, a family, your computer is getting old, you need a car, your Adobe subscription is running and you are daydreaming on the latest Wacom Cintiq 24HD. Yes, you have also needs. Remember, you are THE expert, and they need you to solve their problems.

If you are intimidated by these objections, your clients will see that, and exploit your weakness. Sad to also bring the bad news to you: you will never succeed in your industry.

The client’s job is to buy quality at cheap prices. Your job is to provide quality at right –and exponential- prices.
If they say you are too expensive, why feeling guilty? It’s a good sign! You should start worrying if a client sign your check right away without objecting, then you know you’ve failed!

I’d like to recommend a great read to you The Little Red Book Of Selling by Jeffrey Gitomer, one of my heroes, it helps me gaining confidence and persuasion in front of nightmarish clients.

Image credits: weon