Do you ever say these things:
- “I can’t get my clients to pay me.”
- “I have trouble getting them to pay the initial fee.”
- “I have trouble getting them to pay once the retainer runs out.”
- “I have trouble getting them to pay once the case is over.”
Are you running out of money before you run out of month?
Are you reading my stuff and looking for the magic bullet?
Here’s the deal with getting people to pay for services. They will hire and pay some people. They won’t hire and pay other people.
The “It” Factor
Why?
Because some people have it, and some people don’t.
What’s “it”? I’m not sure. It’s difficult to say, but we all know it when we see it. We’ve all met people we would hire in an instant.
We’ve also met those we wouldn’t hire in a million years.
- You know the dentist you wouldn’t let near your mouth with a 10-foot pole?
- You know the accountant you wouldn’t trust with your piggy bank?
- You know the pet sitter you wouldn’t trust with the key to your garage?
Of course, different people react to different people differently. If you’re successful with some and not with others, then get more of the former and fewer of the others.
What If You’re Batting Below .200?
But, and this happens, if you’re unsuccessful with nearly all of your clients, then it’s time for something radical. It’s time to pack it in and go home. It’s time to quit. This isn’t for everyone, and you’ll be happier finding a game you can win.
There will be a game you can win. It’s just not the one you’re playing.
