the perfect client

8/12/2019 The Perfect Client

http://slidepdf.com/reader/full/the-perfect-client 1/15



Andrew is the Aussie bloke living in the U.S., Heather is the American gal living inAustralia; together they travel the world sharing strategies on how to put yourbusiness on Autopilot. Doing business online is no longer about having a website. Toget more clients and take care o the ones you have, you!ll need a map. They!ve gotit. So, sit back and rela", and welcome aboard. This light is bound to Autopilot #our$usiness.

Andrew McCauley: %or today!s podcast, we are talking about the perect client.

MC: Have you picked up our online survival guide yet& 'et prepped or the uture o

online marketing by going to www.aybguide.com.

Andrew McCauley: Hey everybody( This is Andrew )c*auley. +elcome to odcast-/ 0 / and we are talking about the perect client today.

+e have had a lot o dealings with clients over our years and we thought, 1Hey, whydon!t we peel back the curtains and reveal to everybody the award2winning, the mostprestigious client we!ve ever had,3 0 no, not really, no, no. +e!re going to have a

chat about what makes a good client.

Heather orter is on the line with me. Hey, H.

Heather Porter: That 4 am. Hello, Andrew, and hello, everybody. +elcome back(And guess what.

Andrew McCauley: +hat&

Heather Porter: +e are going to have this episode be a little bit more

conversational, 4 think, and the reason why we!ve come up with this topic is because,in the last week, we were chatting about a couple o our clients. *lient A, or

e"ample, who has taken three months to get to where *lient $ is in one. And thereare some things that we want to share with you guys on how to be the perect client

in a way where you get better results in your business rom the people you workwith.

Andrew McCauley: #es. #ou know, 4!ve both been involved with seminars or a longtime and we get certain people who come to the seminars and they come regularlyand they do the same thing and they!ll never change 0 they keep getting the same

results 0 and a lot o these seminars will teach you how to get ahead in lie 0 youknow, how to be successul. +ell, 4 think we sort o see the patterns in clients as well.

+e can see sort o tell which ones are going to be successul as a client and we56676879: unclear because they run the same sort o patterns as they do or these

other sorts o people.

So, 4 think it!s going to be a ascinating little conversation that we have about this.+e haven!t scripted anything o this.

Heather Porter: <ope.

Andrew McCauley: 4t could be interesting to see what pops up.

Listen to the podcast here: http://autopilotyourbusiness.com/podcasts/59-the-perfect-client/

Get a copy of our Online Survival Guide here: http://aybguide.comwww.autopilotyourbusiness.com

http://www.aybguide.com/

http://autopilotyourbusiness.com/podcasts/59-the-perfect-client/

http://aybguide.com/



http://www.aybguide.com/



$ut, speaking o pops up, what pops up in your head this week& +hat did you learn&+hat did you come across on your desk&

Heather Porter: #ou know what& 4t!s that on2going theme about content creation inmarketing and how literally everyone!s =umping on that bandwagon, including thetools that we!re all using to, 4 guess, look at content and how we have more o areach with our content.

And one o those tools that 4 use is called >lout and it!s klout.com. And this tool,

actually, up until very, very recently has been a grading tool, so to speak. So, youcreate an account with them or ree and then you hook up your social mediaaccounts into there and then they give you a score 0 what!s called a >lout score 0and this is a score that is based on your engagement across all o your social

accounts. $ut they!ve =ust launched a content creation 0 surprise, surprise( 0 aspect,you know& So, now, 4!m literally in my account right now, 4!m checking it out, and 4was in there =ust 0 unny enough 0 a couple o days ago and 4 was thinking, 1+hy do4 no longer see a dashboard with my inormation&3 <ow, 4!m seeing a eed o all this

other content and the reason why is because now you can schedule and createcontent directly inside >lout and it looks to me like you can schedule it across your

social media accounts but, also, it!s now becoming a place where you can go and readcontent directly inside this platorm. So, it!s not =ust about going to %acebookanymore to get this content rom >lout; it!s going into >lout to get good content.

Andrew McCauley: +ow( *ontent here, content there, content everywhere.

Heather Porter: ?verywhere(

Andrew McCauley: So, tell me. #ou may not know too much about it at this stage.4 haven!t looked at my >lout or a little while but are they aggregating inormation or

are you putting new posts speciically on >lout to share& How does it work&

Heather Porter: 4t looks, rom what 4 can see right here, you have a little edit bo"and you create content. @ight now, it!s says a photo attachment or a te"t. So, youcan put your photo in there and do some te"t =ust like you would or %acebook, ore"ample, and then you can hit Schedule or ost and you can either post it inside>lout or on to your dierent social accounts. 4t!s all kind o linked in together.

>lout!s =ust a really cool tool. 4 you guys haven!t ever created a >lout account, it!s agreat way o analying how good you are in social media, how widespread you are.

They have this sort o algorithm where they look at engagement across your accounts0 not =ust engagement but engagement with inluencers so people that are spreading

your message as well. So, it!s a great place to kind o see and work at how wellyou!re doing across social.

Andrew McCauley: #eah, 4!ve been on >lout or a while.

Heather Porter: )e, too.









Andrew McCauley: 4n the early days, there was people saying, 1Bh, no, this >loutthis doesn!t work,3 because there was ways to rig the system, you know& #ou couldreally stack up posts on one particular social media account and the algorithm thatcalculated the >lout score wasn!t that good, but 4 know they!ve done a lot o tweaksin the past.

Heather Porter: They have 0 so much so, actually, that there are now companiesusing the >lout score as part o a hiring process.

Andrew McCauley: @eally& That!s scary.

Heather Porter: 4 did read that the other day, actually, on one o the main websiteslike )ashable or something like that and it was saying that employers, especially iyou!re in the space o social or marketing or business, they!re looking or how good

you can work the system and this is a really great score or Cuick place to see howgood you are.

Andrew McCauley: 4nteresting.

Heather Porter: 4t is.

So, Andrew, what have you learned&

Andrew McCauley: +ell, 4!ve come across a new startup company. 4 mean, there!sa startup company every ten seconds these days, but what they!ve done is they!vesort o changed the way that people are going to be reading. <ow, there!s been some

apps out there and have been around or a couple o years where they lash words atyou and you can read the words, you know, and you can change the speed, you

know, rom 866 words a minute to whatever the limit goes up to. $ut the dierenceabout this company is that it!s changed the way that it presents the words to you. So,

you!re reading it on a computer, on a screen, you might be on an app or somethinglike that. So, you might be reading it through your >indle.

So, let!s say you!ve got a novel, what it does is, instead o you reading let to rightand looking at the words, processing them in the order that you!re reading them andthen making sure you understand what the words mean, what it does is it lashes aword 0 one word at a time 0 on the screen, but it lets you speed it up as ast as youcan handle it, and there!s readers out there that do that now. $ut the words, because

they!re dierent lengths, dierent number o characters, it takes a little bit o e"tratime to process it. +hat these guys have done, they!ve discovered how your brain

sort o processes these words and puts them in a position where you don!t have toprocess the geometry o the word, i that makes sense. 4t!s a lot easier to do. And so,

4 was running a test o their website 0 you can have a test o how ast you can read 0and, you know, 4 think the average person reads at about 886 words per minute 0 ina book. 4 was reading and comprehending and understanding what 4 was reading at66 words per minute.

Heather Porter: +ow(









Andrew McCauley: And there are people that can do it eight, /66, but 66, youknow, you only have to read a book a third o the time and you!re done. 4 love thisstu. 4 had one o these apps on my computer a ew years ago and loved it all thetime and then they stopped servicing and 4 ended up getting rid o it. $ut 4 can!t waitto get my hands on one o these apps because 4!ve got so many things 4 want toread. 4 want to =ust clear out my bookshel by using one o these apps.

Heather Porter: #ou do that same with video as well. +hat!s that tool you use&

Andrew McCauley: Ah, yeah, 56676E79/ unclear. 4 use ?nounce. So, 4 watch it at

two or three times the speed o the video. #ou can understand it, comprehend it, andyou get through it real Cuick. So, 4 think we!re illing our brains up Cuicker than evernow because we!re able to put stu in Cuicker right now. So, a lot o stu that56676E7:: unclear shove in our heads Cuicker.

Heather Porter: <ice. Bh, my gosh.

Andrew McCauley: #es.

Heather Porter: All right. Fet!s talk about clients.

Andrew McCauley: #es( Talk about clients.

Heather Porter: <ow, this is what we!ve noticed over the years 0 and 4 love,Andrew, you brought up how we!ve worked in seminars because working in seminarsin one day, you might talk to 966 plus people that come to the back o the room that

want to know about, you know, the products and the services. And so, =ust by sheernumbers o the people that we!ve worked with over the last ten plus, 9 years, we

really do have some themes and some insights about what makes somebodysuccessul and, really, what holds somebody back rom getting to what they want,

and we speciically have even more details now based on our business and ourdealings with and being a service provider, you know, with clients. So, we want to

share this and this is =ust our insights. Bbviously, we don!t know 966 percent o whatmakes people tick, but we want to share this because we have witnessed the results.

Andrew McCauley: And 4 think we should point out that we!re talking aboutservice2based businesses right here or service2based clients. #ou and 4 have bothbeen in retail. #ou know, 4 was in hospitality or, you know, 9G years. So, we!re not

talking about service a customer in a venue where you!re selling products or anythinglike that. This is basically =ust service2orientated. So, i you!re oering any sorts o

service, coaching, consulting, anything like that, anywhere where people are payingor your knowledge and how to get that knowledge then this is what we!re sort o

covering today.

Heather Porter: ?"actly, e"actly. So, the biggest thing 0 and we!re =ust going tothrow out loads o insights, 4 suppose. So, let!s start 0 because 4 think this will bemore un 0 let!s start with the themes or what keeps people holding themselves back.So, the clients that take the longest amount o time. Fet!s bring up some key thingsthat we!ve noticed as to, you know, why that is and what!s holding them back romgetting results.









Andrew McCauley: Bkay. So, let!s =ust clariy, in terms o, what do you mean&

Heather Porter: This would be the 1bad client.3

Andrew McCauley: Bkay. So, in terms o holding them back or success or holdingthem back as moving ahead with you as a client&

Heather Porter: 4 would say, let!s do both. So, basically, we!re going to talk aboutwhat they!ve done to not utilie us the best way possible and then what they!ve done

in their business as well to hold themselves back.

Andrew McCauley: Sure.

Heather Porter: 4t!s all kind o, 4 guess, one o the same, really. A lot o the themescome up.

Andrew McCauley: 'o or it. All right, let!s go.

Heather Porter: Bkay. So, the irst thing is this 0 and 4!ll start with this one 0 when

you!re working with a service provider and you!ve made that decision to work withthem, you!re hiring them or not only their e"pertise but all sets o e"pertise comeswith a set o processes as well. 4n order to deliver that e"pertise and get thoseresults, there!s processes behind the scenes that happen. And what 4!ve noticed, thepeople that don!t use us to the best o what we can provide are those that want to, 4guess, change the process o what we already are doing.

Andrew McCauley: #eah, 4 think people like to think and, sometimes, this is where

that saying, 1A little bit o knowledge is a dangerous thing.3

Heather Porter: #es.

Andrew McCauley: They learn something, a little piece, and they think that that!sthe most important piece and they!ll come over and they!ll ask or something, butknowing this little piece o inormation will act as i that!s the most important and thatwe are no more knowledgeable about the product than they are because o this littlepiece that they!ve read about or they!ve understood. So, 4 think that sort o comesrom 0 what you!re saying is that 0 people tend to want to keep control and they

want to make sure that they think they know everything all the time. +hen you!relooking or a service provider, those people 0 the service providers 0 have generally

been doing it or a little while, they know their business, they know their service, theyknow the best result possible or your situation, and oten you!ll get people coming up

and saying, 1+ell, 4!d like to do it like this,3 14!d like to change the way you!ve beendoing business all your lie,3 and that makes it hard.

Heather Porter: 4t does. And you know what& There are some top2notchconsultants out there that, in their contracts, they actually stipulate that you have toollow their systems, their procedures, and their processes because you!re hiringthem or that. 4 guess the big picture here is that, i you!re working with a serviceprovider, you!re not =ust working with them to get you result and to deliver their









e"pertise, but you!re actually bringing on all their years o history as a part o thatand with that comes processes and systems.

So, a really good way o, 4 guess, working with that is asking more 1why3 Cuestionsrather than saying, 1+e should do this instead.3 So, =ust understanding more aboutthe process rather than trying to work your process in because, ater all, why are youhiring them in the irst place, you know&

Andrew McCauley: That!s a good point 0 asking why. +hy is this happening so youcan get better understanding o what!s going on i you are the client.

Heather Porter: #es.

Andrew McCauley: +hy rather than, 1+ell, we should do it this way.3 %ind out why.

4 mean, there may be reasons 0 there probably is very valid reasons why they!redoing it a speciic way. $ecause, you know, as you said, they!ve spent a lot o timelearning this stu, they!ve probably spent a lot o money educating themselves inthat industry. So, i you haven!t spent as eCual amount o time or money or both in

that industry then, you know, i you!re employing him to do a =ob then let them do it.

Heather Porter: Absolutely. <ow, another thing that 4!ve noticed that comes upCuite a bit that holds people back is getting obsessed about the small details that areirrelevant.

Bkay. $randing is interesting because you want to control the look and eel and thecustomer e"perience o your business, o course, and that does bring into account

your graphics and your onts and your logo and your colors. $ut, i you get so caughtup on all those items independently that you orget actually what you!re delivering as

a business or how you!re trying to help a client then it can take years 0 and 4 domean years because we have a couple we!ve worked with 0 years to even get a

website o the ground and even put yoursel out there to the world because you!re socaught up in how it looks.

Andrew McCauley: #eah, it is really debilitating. 4 think 4!ve got three o our clientsnow, they!re over into their second year now, the website!s been inished but they!renot sure about the color or they!re not sure i the color!s the right color or thematching or they!re not sure i they like the particular wording o their About page,you know& And it!s like, 1+ell, do something about it. 'ive us the new one and let us

get it up there, up and running.3 #ou!ve spent a year now that no one!s seen you 0nobody!s ound you. #ou!ve lost that time. #ou!ve paid or a website that no one!s

even looking at because it!s not even live, you know& $ecause these sort o things areholding people back. 4 like to say ersion 9 is better than ersion <one. 'et it out

there. 'et it up and then have a look at, 1+ell, how can 4 make it better rom there&3

Heather Porter: And let the market tell you. 4 you don!t even have anythingpresentable to the world or anything even out there in the irst place, how do youeven know what the market wants&

4 you!re in that creation phase, you!re still relying on what you think the marketwants and that!s why you get so caught up because you get very emotionally









attached to your baby, so to speak. $ut it!s so much better to =ust get something outthere and then realie, 1Do people like it or do they not like&3 and then =ust keepgoing to the ne"t version rom there.

Andrew McCauley: #es, deinitely. Bkay, good. +hat!s ne"t&

Heather Porter: Here!s another thing. 4 guess changing the milestones have beenunclear. So, you know, when you are a business owner, when you hire a service

provider, you want to know the result that you!re going to get beore you even gointo that agreement 0 being really clear. So, i it!s =ust a website, =ust know that

that!s what you!re getting. 4 you are trying to get, say, a website beore you evenhave a brand or even something to sell, we!ve e"perienced this a lot o time beore 0we!ll design an entire website and then, suddenly, the business owners says,

1Actually, now 4 know what 4 want to sell.3 So, we have to start rom scratch again.

Andrew McCauley: #eah, yeah.

Heather Porter: So, clarity, and within any area o your business, i you!re not

clear, how can your team know what they!re supposed to sell& How can your clientknow what they!re getting rom you i you!re not clear in the irst place&

Andrew McCauley: #eah, 4!d like to go one step even urther than that, and that isa lot o people will be clear 0 they might be clear on what they want. So, okay, 14want my website to sell this product or this service because that!s what 4!m going tobe good at.3 1Bkay, great.3 So, they!ve got this vision o what a website 0 the rontpage 0 looks like. They!ve got these beautiul blue colors with nice photos lipping

around here and all this sort o stu. $ut then, that!s it. +hat happens on page two&+hat happens on the About page& Br where!s the content& +hat are you going to

add as your irst or second or third blog post& +hat is your call to action going to be&+hat are you going to give away to people or them to sign up to your database&

And, oten, that!s where they don!t think. They think only one step ahead as like, 1Bkay, there!s your home page.3 +here is the ne"t step&

And this is not =ust web development. 4 don!t want to make this a web developmentpodcast. $ut even as ar as when you!re hiring a consultant or your business. Have athink about, 1Bkay, what do 4 want them to do second and third and ourth& How do 4want them to help me&3 Bkay, 4 might have an initial problem but, ater that, whatelse can 4 get them to help me with&3 So, thinking two or three steps ahead o what

you want to do rather than =ust one step and then, 1Bkay, 4!m going to call in theconsultant,3 or, 14!m going to go and get someone to build a website now and then

4!m going to go and ind someone to do the second step later.3 Think about that twoor three steps ahead.

Heather Porter: 4t!s that whole reverse engineering thing, you know& #ou decidewhat your goal is or the main outcome that you want to get is and then workbackwards and then =ust develop the milestones or the steps and then work out whichservice providers or sta members can deliver each o those steps along the way.And you!re going to be better o illustrating where you want to go to that provider aswell to get better results. 'osh, you know, we!ll talk about some dream clients in asecond, but those that come to us that say, 1So, this is what 4 need right now but this









is where 4 want to go in the uture,3 is so powerul because imagine what that doesor our brains, you know& )y and your 0 our heads when working with them, wesuddenly go to a whole dierent place o strategy because we now know where theywant to go and we!re now giving advice based on, 1Bh, well then, you need to thinkabout this and put this in,3 versus i it!s =ust a main outcome o 14 want a website,3or e"ample.

Andrew McCauley: #eah, and 4 guess another thing 4 want to add to that is that, i

you!re basing everything on cost then be prepared to get those sort o results, too.

Heather Porter: $rilliant.

Andrew McCauley: 4!ve seen people, especially in our space and we!ll probably talka little bit heavily2ocused on this because this is what we do, but, you know, we!re

talking about online marketing. 4 you!re going to go and ind a web designer to dosomething, nothing wrong with kids out o school doing the right =obs but, i you wantthem to actively partake in a strategy around business, you want them to design awebsite because they!re cheap but you want them to design a website and you!re

thinking that you!re going to get the e"perience o an agency or somebody!s beendoing it or a while but not =ust website development but business marketing as well

then you!re going to ind yoursel certainly mistaken and 4!ve known a number o5667867:G unclear speaking to a guy a couple o weeks ago at one o my workshopswhere he said he thought he was doing the right thing.

He wanted advice and strategy rom this guy who is the e"pert who is a young kid 0very talented, very good graphical designer 0 but the kid was waiting or advice rom

the client and the client was waiting or advice rom the designer. 4 call him a kid, hewas probably 8 or :6, but he hadn!t had that lie e"perience or the business

e"perience behind him, and he couldn!t oer that e"perience to the client and theclient didn!t know what was possible as ar as building a website goes. They became

Ad Fogger heads and then it stopped. rogress stopped because one wasn!t telling theother what to do because no one knew what was e"pected, you know& So, it became

a real problem and, inally, the client said, 1Bkay, 4!m going to have to step back in,but my business hat on and say to this guy, IThis is e"actly what 4 want, step2by2step. *an you do that or my website&!3 and they were able to sort it out but it putthe pro=ect si" months behind.

So, there are deinitely places or talented people and talented graphic designers.

$ut, i you!re e"pecting an all2in2one solution, especially paying a cheap price, thenbe careul.

+e had another client recently, we were sitting down with them, they said, 1#ou

know, we went and saw some people or our website. Bne wanted to charge usJ98,666, one was going to charge us J98,66, and then one person was going tocharge us J8,66.3 4 said, 1+ell, have a look at what the credentials are and what areyou getting or your money. #ou!ve got to be careul about that.3 So, they went backand, in act, they didn!t go with any o those people. $ut they were =ust overwhelmedwith what could be potentially given or provided by dierent pricings and they sort oliked the J8,66 option but they knew that they were going to get something prettydodgy or it.









Heather Porter: 4 love that story. )y goodness. #ou know, price means e"perience.4 you!re getting a low2end price, you!ve got to Cuestion what that means. Sure, itcan mean the country that somebody!s living in. $ut then, are the regulations, are thebest practices in that country the same as the caliber o what you need in yourbusiness& So, 4 think price tag is one o those Cuestion points where, instead o =ustgoing, 1Ugh(3 straight away 0 1Bh, 4 love it(3 or 14 like it(3 or 14 don!t3 or 14t!s tooe"pensive3 0 really look at that a little bit deeper and Cuestion what is behind that

price tag.

Andrew McCauley: #eah. *an 4 add one more about the price&

Heather Porter: #eah.

Andrew McCauley: 4!m involved with the company developing some apps and theseguys, they!re not app developers. 4n act, they!re not even computer literate, but theywanted an app developed or their business so they went and got this company to doit and, you know, it all looked good on the outside. The credentials were looking okay,

but then they armed a lot o this work out to another country, third2world country,and it turns out that this app that they wanted developed and is now a year late, they

still haven!t got it. 4t!s a year late. 4t was put into a school as a school pro=ect and abunch o school kids 0 local college kids or whatever they were 0 developed this app.They were developing bits and pieces to this app. So, there was all sorts o Cualitydierentials in this app and it never worked in the irst place. $ut this companylooking or apps didn!t do their homework as much as they should have and lookingat what they were getting or their money and it turned out to be a disaster.

Heather Porter: Bh, my goodness. #eah, one more point 4!d like to bring up on this

beore we go in to paint the picture o really how to be that ideal client and get thebest o your providers is the whole thing o not actually knowing i there!s a market

or you in the irst place. So, really putting in the blood, sweat, and the tears, thedesign work, creating, you know, the product and then putting it all together and

then having no leads coming in, no sales. 4 you get too attached to your pro=ect andyou get so obsessed with what you think you know about it then, otentimes, whatcan happen is that you have this wonderul looking thing that no one wants.

Andrew McCauley: #eah, totally, and that!s a big thing. 4 see that all the time,actually. 14!ve got this best widget ever(3 but it!s the best widget according to you,

but you!re not your market, you!re not buying it. #ou!ve already got it or ree. <oone else wants it so no one!s going to give you any money or it and, you!re right,

who is it that talks about 0 what!s the terminology& 0 getting it to market as Cuicklyas you can, as cheap as you can, to see i it works. 4 it works, i people are wanting

it then go and build it 0 build more o it or build a better one 0 but make sure peoplewant it in the irst place.

Heather Porter: And, i you!re =ust hiring somebody 0 again, we!ll =ust use thewebsite guys because this is what we do, but this is anywhere 0 but, i you!re hiringsomebody to build you =ust a website and then the website!s built and there!s notraic and there!s no conversions o o it then you can!t blame =ust the web designer









because, like Andrew was saying beore, there was no strategy, there was no testing,there was nothing bigger than =ust a website created.

So, =ust be careul, 4 suppose, o making sure that who you are in your business irsthas a market beore you even start to develop the collateral around what is needed.

Andrew McCauley: #es, yes, yes.

Heather Porter: So, let!s, like, paint the perect picture.

So, in my mind, 4!m thinking o a collection o clients that we!ve worked with over thelast, what, our or ive years and the ones that have gone Cuick, straight to market,and get clients in an incredibly short amount o time. That!s, in my mind, what 4!mthinking and 4!m going to share what they have done to do that.

Andrew McCauley: 'o. #ou go or it. Share what you!ve got.

Heather Porter: Bkay. So, one o the key things here is, when they come on board

with us, complete clarity o roles. So, 4!m going to do this and 4!m going to providethis and you!re going to provide this. And, sometimes, that can take a little bit longer

than others. $ut, ultimately, at the end o that conversation or email string orwhatever it is, there is a complete clarity o roles o what we do and what they dorom 56678G76 unclear. So, that!s the irst thing.

The second thing is that they already know that there is a market or what they haveand they know this because they have tested it in other areas. So, when they come

to us, they already have the dos and don!ts o what their product or service is goingto be online. And then, they can e"plain that to us very clearly. Again, rom our

perspective o online marketing, we need to understand the market 0 you know, whatis going to work or their market 0 and those that already know are the ones that are

shining stars and get results really ast.


Heather Porter: +hat else& 4 know that, you know, you!ve been dealing with somegreat clients as well. +hat are some other things that come up or you&

Andrew McCauley: Bne o the big things is that they know that we!re the e"perts in

our ield. So, they know that, i we give them a recommendation, there!s a airchance that it!s going to be recommendation that!s going to beneit them. They don!t

try and second2guess us. They don!t try and give us the old 1well, 4 =ust read thisabout this3 because there!s so much inormation out there about things. +e keep up

with what!s going on in our industry and it changes all the time so we!re pretty up2to2date with what!s going on and, i we say to them, 1That!s out o date. That was twomonths ago,3 that!s it 0 that!s all they need to hear. They don! need to hear any morebecause they trust us because we!re the e"perts in doing that.

So, to trust the e"pert that you!re paying is a big thing and trust doesn!t come easily,o course, and it may take a little bit o time to understand who your service









providers are. $ut, once you get to know them, let them do what they!ve got to doand you!ll ind that things go a lot Cuicker much aster.

Heather Porter: +ell said. <ow, another one is when giving advice back to theservice provider. So, when you!re giving a change or a piece o advice or somethingthat you want to see on your pro=ect, always ollow up with7 1+hat do you thinkabout that&3 or 1Do you have any recommendations o how to make that evenbetter&3 So, instead o saying, 1This is how it!s going to be. This is how 4 want it.3

>eep that open2ended. 'ive that suggestion but then open it to the e"pertise o theperson there in ront o you.

Andrew McCauley: 'reat.

Heather Porter: And be open to hear it as well.

Andrew McCauley: #eah, deinitely. That!s a good point. $eing open to hearingeedback is very important, too, because, so many times, as a business owner, you!llbe attached emotionally to your business or your service or your product, and nothing

else can blur the lines o your little baby, especially rom outside parties who give yousometimes brutally honest eedback. $ut, i you can be open to eedback 0 not

criticism but eedback about what!s going on 0 then you!ll ind that you!ll grow a lotCuicker as well.

Heather Porter: #eah.

<ow, another one is content. 4t all is about content. +e love the content thing. The

people that are doing the best right now 0 we!re talking about people who have theirown online T shows, their own podcasts, their own blogs 0 are the ones that want to

be hands2on with their content. They want to develop it but then they!re smartenough to know that, the second they!ve developed it, they want to hand it all over to

somebody else to edit, put together, and distribute or them. So, very good use otheir time but, also, o course, when you!re building up your brand and your business

online 0 initially, at least 0 you want to have control over that message becauseyou!re the e"pert in your space as well. So, trying to get somebody else to talk aboutyour e"pertise is going to be a bit o a challenge. So, i you are doing that then youmight ind that you get rustrated because you keep thinking 1but they!re not gettingmy voice right.3 %irst, you need to get your voice right and the way to do that isthrough creating your own content, initially. $y getting help with that as well 0

getting the distribution part, you know, rom other people to help you out.

Andrew McCauley: #eah. #eah, deinitely. +ell said.

Heather Porter: So, that!s that one. @espect as well is another key one.

4 will say this7 The people that pay their invoices the astest or whatever reason arethe people that have the astest results. +hy do you think that is& 4s that =ust arespect thing, or a money over business, or what& +hat do you think it is&

Andrew McCauley: <o idea. +ell, 4 think it!s an unwritten rule that, you know, theyappreciate the work you!ve done. #ou!ve put in time and, oten, you!re putting in time









and eort upront with no reward until they pay that invoice or pay that bill. So, toget work done rom people, rom a service provider, and then have to, you know,drag it out or another three or our weeks to say that person can get paid or workthey did a month ago looks like, 1+ell, you know what& 4 4!ve got somebody who!sgoing to pay me regularly, 4 want to deal with them because 4 know, i 4 do the worktomorrow, 4!m going to get paid ne"t week or it.3

Heather Porter: ?"actly.

Andrew McCauley: And, you know, we!ve all got to eat, we!ve all got to put ood on

the table. So, it!s =ust a little thing that you pay up early and you get rewarded.

Heather Porter: 'et rewarded or that. And then, really, the other main thing thatcomes to me or comes to my mind is the check2in process. So, whether that!s

accountability or =ust reporting or however that looks with you and your client, it!s =ust that check2in processes are important because, otentimes, we hear dierentthings at dierent times. So, initially, in that irst meeting, we might both hear twodierent things as client provider. $ut then, as you!re developing something or them,

you need to revisit where you are with that and what!s going on so there!s =ust noconusion or lack o communication. 4 ind that, or those that start the pro=ect and

then the other time you have communication is upon delivery o the pro=ect, is thatsuddenly there!s a lot o disappointment because there!s been stu that!s beenmissed through the cracks. So, it!s being proactive on working with that provider onhow you!re going to have your check2ins.

Andrew McCauley: 'reat. #ou know what& This time is lying. #ou know we!ve

already racked up our time.

Heather Porter: 4 know.

Andrew McCauley: Hey, beore we do wrap it up because 4 think we!ve got a ewmore that 4!d like to talk about but maybe we have to do it on a second podcast, but

there is a video that 4 love 0 =ust love, love, love, love, love 0 it!s called 1The *lientendor @elationship.3 4t!s a comedy. 4 think we!ll stick it on the bottom o our podcasthere.

Heather Porter: erect.

Andrew McCauley: So, you can check it out but it!s called 1The *lient [email protected] 4 you are a service provider somewhere out there, you!re providing

dierent services; you!ve got to have a look at this video. 4t!s Cuite unny. 4n act, 4watched it and showed some people yesterday and then, literally, hours later,

somebody came out and did the e"act same thing that was in the video to me and4!m like, 1Are you kidding& Are you really serious&3 So, i you get a chance, have awatch. 4t!s a two or three2minute video and, i you do provide services, 4 think you!llind you!re chuckling along with what!s going on.

Heather Porter: 4 love that. And, one thing guys, you are in control. #ou can alwayssay no i that client in ront o you at that moment seems not to be the right it.










Heather Porter: #ou can always say no. And then, when you say no, you open upthe door or another one to come in that is perhaps a better it or what you!reoering.

Andrew McCauley: ?"actly, e"actly. +ell, 4 eel we =ust touched the iceberg on thistopic. 4 think we could go or a air while on this one.

Heather Porter: 4 know. 4 know there!s a lot to it.

Andrew McCauley: $ut, i you can give eedback or comments or you want to giveus some ideas about this particular topic, we!d love to hear it, too. +here can they goand give us some eedback on this one, H&

Heather Porter: So, Autopilot#our$usiness.comKpodcast and this is /, yes&

Andrew McCauley: <umber /.

Heather Porter: /. So, =ust look or episode / in there and we have a comment

bo" and we would love to hear what you think because, like you!re saying, man, thisis the tip o the iceberg and 4 would love to have more eedback rom all o you guysthat provide services and sort o your horror stories and also really amaing thingsclients have done to get the pro=ect moving. So, let us know, please. +e!d love tohear rom you.

Andrew McCauley: And go and give us a review on iTunes i you can. +e!d love tosee a review on iTunes, even i it!s only =ust ive stars, click on the ive star button or

us, that!d be awesome.

Heather Porter: That!d be great.

Andrew McCauley: All right. Time to wrap it up, H. 'reat chatting with you. 4 thinkwe!ll have to retable this one again down the track and have a part two.

Heather Porter: Sounds good.

Andrew McCauley: Take care, everybody. 4!ll see you on the ne"t podcast.

Heather Porter: $ye, you guys(

MC: )ake sure to grab out ree business automation guide now and get access to

other special bonuses. Head on over to aybpodcast.com.

All passengers and cabin crew should now be seated with their seatbelt securelyastened. Fadies and gentlemen, this is the irst oicer speaking. Bn behal o yourcaptains, Andrew )c*auley and Heather orter, we would like to thank you or takingthe =ourney with us to Autopilot #our $usiness. #ou are now closer to putting yourown business on autopilot using the 4nternet.









B course, i you would like to rack up some reCuent lyer points, visit our website

www.Autopilot#our$usiness.com or check us out on %acebook at%acebook.comKAutopilot#our$usiness. These reCuent lyer points are totally useless

but the inormation is gold.

Until we ly again, happy travels(



http://www.autopilotyourbusiness.com/



http://www.autopilotyourbusiness.com/



the perfect client

Documents