Studying Roots? Or Picking Fruits?
I’ve been noticing a trend lately that’s starting to aggravate me a little. And I hope you can bear with me throughout this rant, as I do expose a few inside tips for you in the process.
This trend is one that speaks not only to the state of business (and online marketing), but also to the character of some of the people running them.
Warning! This article is not sugarcoated. It’s a lament of sorts, and uses language that is a little stronger than the norm. The lesson might even disappoint a few people. So if you’re looking for some kind of feelgood Pollyanna or rose-colored criticism, back away now. You’ve been warned.
So, what’s this trend? It’s…
… scarcity thinking.
Let me backup a little. You see, I’m in the service industry. Sylvie, my lovely fiancée, is in the service industry too. I do copy for clients while she provides marketing and customer support assistance. Often, for the same clients.
And as such, we provide services for a fee.
Services are rendered, clients are billed and we expect payment. That’s our business. That’s how we profit. And that’s what we absolutely love to do, too.
Unlike most other copywriters or contractors out there, we have a track record of not only creating results for our clients but also working hard to serve other people and help make them a killing while we’re at it, all the while earning a modest living doing so.
That’s OK, since it’s something we love to do, and what attracts us to this industry that has been so kind and generous to us. We are giving back to it, whether it’s in the form of help, products or services. And that’s the key lesson I want to convey here.
(But I’ll get back to it shortly.)
It’s kind of ironic though, in some poetic way, that we help transform some people into millionaires — or help existing ones make millions more — while we charge very little for it, which only amounts to a fraction of their winnings. That’s fine too, since choosing us and our fees is part of what makes them profitable in the first place.
We want to see our clients succeed as much as we want to succeed. It’s an exhilarating feeling, really, when our clients achieve success with our help — the kind of success so many aspire to.
And that’s why we charge the fees we charge — and clients pay us handsomely, and willingly, for our help. Personally, I charge $10,000 for a salesletter rewrite, and $15,000 for a brand-new salesletter. And I no longer take on clients directly, although I do run an agency where I outsource, supervise and personally review copy work for clients, called “Copywriting Crew.”
Recently, however, we are slightly changing course somewhat for a variety of reasons. Beyond being service providers, which we will continue to be, we are also marketers ourselves. We’re all marketers. But we have become more so in recent times.
You see, lately Sylvie and I decided to focus more on selling our own products so we can start making some of the same kind of money, and reach the same levels of success, our clients are enjoying with the help of our skills, services, knowledge and assets.
These assets include experience, education and failures we have both paid dearly for, including many years of hard labor absorbing countless losses and making huge financial investments into our own education.
(I remember when I first started out, I wrote a lot of copy for free or for pittances, and did so for many years until I learned and earned the chops that allowed me to charge the outrageous fees I charge today. Sylvie is certainly no different.)
And now, as a result of all that hard work, Sylvie and I are cranking out products of our own and speaking all over the world. For example, our next gig is in Atlanta, then Los Angeles, Las Vegas, London (UK), Baltimore, the UK again, and so on.
She speaks on outsourcing, I do on copywriting. And together we speak on creating products and content sites using shortcuts we’ve learned and tested.
In fact, being service providers, we have a unique privilege and perspective not too many other marketers out there have. That is, working closely with these million-dollar clients, we have amassed a wealth of strategies and an intimate knowledge of what works… and what doesn’t.
We see a lot of what goes on behind the scenes. We get to see what a lot of marketers don’t. And we are also privy to their failures — as well as their successes. Hiring us (or buying our products) is like working alongside these top marketers and getting a chance to peek inside their minds.
However, this is where it gets sticky.
Here’s the thing: what irks me and pisses me off to no end is that, while we’re successful implementing some of the products, tools and strategies we’ve learned, and while we speak on how these strategies have helped us make a lot of money too, many people of late seem to have taken advantage of us because of it.
I’m talking about abusive clients.
Yes, it’s abuse, pure and simple. Perhaps not consciously ill-intended, but nevertheless disrespectful, harmful and selfish.
You see, they think that, since we’re “successful,” then we can accept and tolerate low fees, demanding clients, exacting work and belligerent people in our service businesses.
To them, we can “take it” on the chin. We should accept that they can negotiate with us to no end, ask us for unlimited free work, milk our generosity and willingness to serve them for everything they can, and… even decide NOT to pay their bills!
No, not because they think we don’t deserve it (not at first, anyway), but because they try to drop their own crises into our laps. Including crises that have nothing to do with the projects we were working on.
Case in point: one of Sylvie’s clients has refused to pay his bill. Going back and forth with extremely long emails (sometimes 4-5 times longer than this very post!), they minutely dissect every little discrepancy, every little detail, every little gray area, every little mistake (and that’s perceived mistake) — only to justify not paying their invoice in the end.
Granted, we’re not perfect. We do screw up from time to time. But in this particular case (and in many others), we didn’t. In other cases where we did, we promptly refunded, extended, resolved or overdelivered as much as we could.
But with this particular client, we’ve presented mounds of documentation to prove that everything was done exactly as requested. After spending hours reading their emails and trying to make sense of it all, something hit us.
After some investigation, we discovered that the client lost money in the stock market recently, and that’s why they are fighting their bills with tooth and nail. But rather than courteously asking for an extension or some kind of consideration, they are wiggling themselves out of charges for services rendered.
Even worse, they are vilifying us in the process.
Sadly, it’s not their unwillingness to pay. It’s their inability to pay, and thus their excessively fussy attempts to avoid paying their bills, and even condemn us as final resort — even threatening us.
(After we confronted them about their recent losses, they have seemingly “disappeared” from the face of the earth. Ugh.)
The bottom line is that they’re expecting us to pay for THEIR mistakes and losses and poor business decisions, including losses that have, indirectly, nothing to do with the projects we helped out with. They expect us to take a loss ourselves.
As service providers, we have contractual agreements and obligations. We have fulfilled ours with the expectation that they fulfill theirs. But we never agreed to share in their profitability. We’re contractors, not investors or partners.
Do you ask for a refund from your lawyer, even if you lose your case? Do you expect to refuse to pay your doctor’s bill, even if you’re still sick? (Try telling that to a collection agent.)
Just as much as a lawyer is not responsible for winning your case or a doctor for your good health, we are not responsible for how our clients run their businesses — and how profitable they become. There are too many variables, and we are not intimately involved in how they run their businesses.
Sure, we have a stake in our clients’ successes. If we didn’t, we wouldn’t last long in this business, believe me.
But why would we be motivated to accept the mere pittance we’re paid for our time? Why would we be willing to serve others, incur huge expenses ourselves and even bend over backwards — often, unbeknownst to our clients?
Why would a master marketer like us bother helping others — not just with products but with our time and energy in providing services, when our time and energy could be better spent on creating products ourselves?
Because, quite simply, we remember how it was in the beginning for us. And that’s why we’re motivated to help people and train them on the shortcuts we’ve learned, because we were where they are. We know how it is to take risks, learn the ropes and lose a lot of money while waiting to become profitable ourselves.
Think about it.
Would you call up someone like Armand Morin and tell him:
“Armand, we want you to help us for the next two months, call us every day and spend hours on the phone going through minute details with us on everything you do, record and give us every step you take, and we won’t pay you until we’re profitable, OK? Heck, we reserve the right to come back to you a year down the road and ask you to fix things, and we ‘may’ pay you then, if we have money.”
That’s insane.
You wouldn’t expect someone like Armand to wait to get paid, even if he offered such a service in the first place. So then, why us?
Look at this analogy: both Sylvie and I used to be in the food industry as a waiter and waitress. How logical would it be if, after a day’s work cleaning off over 50 tables, we don’t get paid, and get a call two or three weeks later from our bosses, saying, “Hey, you forgot a table, come back and clean it” (or “I’ll dock your pay”).
Or worse still, “Some of your tables are dirty, so you need to come back in and do it again… and after that, I’ll ‘think’ about paying you, perhaps in a few months if and when I get enough business.”
First of all, that would be illegal. But legality aside, it’s also downright abusive. In fact, if you think that analogy is a little far-fetched, let me make this more logical and believable for you.
What if, as part of our job, we had to deal with belligerent customers who denigrate you constantly, and even get our paychecks docked to pay for the freeloading thieves who leave the restaurant without paying? Heck, what about people who leave and fail to pay their bills because the food was bad or “didn’t satisfy their hunger” as intended?
(And therefore hurting the profits of the restaurant owner, even though it was never the waiter’s fault?)
Believe me, it did happen, and does happen in the food industry more often than you think.
By the way, how we are treated says a lot about people. There was an interesting article recently in USA Today about how CEOs assess their staff based on how they treat waiters and waitresses. It’s a very interesting read. Click here to read it.
Anyway, speaking of “not being partners” with our clients’ businesses, admittedly, in some cases, we are partners and do agree to a profit share, such as royalties or joint-venture deals. But “vampires” are not limited to clients, either.
In other words, it doesn’t just include the many clients who try to wiggle their way out of paying fees and contractual obligations, as well as those who conspicuously try to usurp extra work from us (for free), sucking our time, energy, good faith and generosity.
Even joint-venture partners of late have failed to pay our agreed share, negotiate terms after the fact, attempt to pay us a smaller share for a plethora of reasons that have nothing to do with our own businesses, and hound us for an excessive amount of time, energy and use of our assets in the process.
If I told you how many clients and joint-venture partners out there owe us money, you’d fall flat on your face. The total is equal to or more than a year’s salary of some well-paying waiter’s job working in a five-star restaurant. Including tips.
Now, here’s what’s sad about this.
We also have our own losses, expenses and businesses to run. We also have employees and contractors to deal with and pay for.
We also have to pay our bills and run a business out of our own pockets, as well as take risks and absorb losses in the interim — with the full expectation that we’re getting paid, particularly after services have been rendered and credit has been allotted to these clients in the beginning.
But unfortunately, some clients and joint-venture partners expect us to take an even greater loss on their behalf. So we become responsible for their businesses, too, in some disjointed way.
Sad, really.
But hey, we’re rich and successful, right? Sure, we can take it. We’re big enough. We can lose a few thousand dollars here and there. No problem! Heck, we’re so rich, we can even take care of the national debt and obliterate world hunger in the same fell swoop. I mean, why not? Our clients are trying to run their businesses and we’re not. They have problems and bills and staff and expenses, and we do not.
We just do this for fun.
(Ya, right.)
Not only that, just like in any business, some of our contractors, partners and staff are incompetent, too. While we may be privy to our clients’ failures as well as their successes, we too have our own to deal with. With the little (but huge) successes we achieve, we also suffer as many failures. And lose as much money.
But that’s not our clients’ problems. They’re ours.
And that’s exactly the point.
Some of our employees and contractors have to be trained, paid for, and sometimes even let go, either due to incompetence and failure to efficiently complete tasks given (in addition to hiring other workers to get the job done for our clients, we still have to pay for their services rendered!)…
… or because of their incessant whining and complaining that “we’re not paying them enough.”
Believe me, it has happened.
In fact, we have some people who used to work for us, and now work for our clients. They literally stole our clients. Granted, some have with our reluctant approval because we are understanding and generous folk, but others try to with malicious intent only to “get back” at us. Even when they were paid above industry averages and our contracts included non-compete clauses!
Worse still, some who now work for these clients have now barricaded us from them, vilified us using (and spinning) proprietary information against us, convinced our clients to switch us for competitors, or given us a bad name so that the client would no longer use our services let alone not pay their bills with us.
It gets even worse.
Some clients, such as my copywriting clients, have come back for revisions to their copy almost a year after the project was hired — and similar to the freeloaders above who dissect their bills to no end, these copywriting clients nitpick their projects, negotiate endlessly and meticulously tear apart promises made squarely and solely to take advantage of us.
Just so you understand, here’s a little history: over a year ago, I fired all my vampire clients at the time. I refunded over $60,000 of projects I either had pending or already completed, only to stop the hemorrhage and their attempts to keep grinding away.
And now, even with that decision, they are strangely resurfacing and creeping back into my business.
What’s worse is not that I’ve allowed them to “resurface” (I’m very selective with my clients and have been since that time), but that some good, regular clients who have acted in good faith, even for years and well before I fired my vampire clients, have now mutated into these resource-sucking beasts.
In addition to the fact that we’re still owed a ton of money in unpaid bills and commissions from joint-venture partners, and refunded close to $100,000 in fees in the last year alone (either out of good faith or to get rid of vampires), some, to this day, still try to bilk us — and milk us — for everything they can.
It’s infuriating to say the least.
But, there is a positive lesson in all this.
In the final analysis, being service providers gives us a lot of advantages over the average marketer, but it also puts us at a disadvantage. We’re prime targets, now. And sad to say, it speaks volumes about the character of some of the people out there.
Granted, people who understand the underlying principle I wanted to teach you today — yes, there is a lesson in here — give us no problems at all. But it’s not because they’re easy to work with. It’s because they know the power of this important lesson.
They may expect top quality, and get top quality as much as we possibly can, but they do so with, and because of, the clear understanding of this powerful yet simple principle.
So, what is it? What is this marketing principle that can help you in your business? What positive can you pull from this lamenting (albeit therapeutic) diatribe you were so gracious to read up to this point? Simply, it’s this…
The law of karma.
Quite simply, “what goes around comes around.”
Call it “karmic marketing” or “marketing karma.” The concept is, what you give out will come back to you. And often, it multiplies along the way. So if you’re generous with your time, energy and of course money, it will be paid back to you. Often, in spades.
(It has for us. We’ve seen this happen in our businesses, and it shadows the little handful of negative situations expressed in this article. And we thank the Universe for the many blessings we received as a result.)
However, if you give out negativity, it will come back and bite you, too. And sometimes, it can bite really hard. But whatever you do put out, realize that it can either bite you or bless you.
The choice is yours.
Whether you have a scarcity mentality or an abundance mentality, it pervades in everything you do. It shows in your articles, in your teachings, in your relationships, in your friendships and in your businesses. And of course, in how you hire, treat and pay other people, too.
To me, I believe all the seemingly negative things that are happening lately are lessons. Things that tell us a lot and teach us a lot. Blessings in disguise, if you will. And it is my sincere hope that you see those, too. (Including the crises and problems and losses in your own business.)
Everything, including the good stuff, teaches you somehow — and will come back to you when you grasp this amazing concept. From giving great service, teaching and helping others, and bending over backwards, to processing refunds when asked, paying bills quickly, and above all, accepting that good work is worth every penny. (And in the end, you really do get what you pay for, including what you fail to pay.)
Sure, we’re all human. We screw up as much as the best ones out there. (Perhaps that’s our karma.) But we do recognize it and realize it, and we don’t mind doing what we can, in our power and within reason, to resolve it.
But there’s a difference between trying to fix an error, correct a mistake or resolve a dispute, versus trying to dig for errors, exaggerate mistakes and create disputes out of thin air only to justify one’s scarcity mentality.
What you give out comes back to you.
Sometimes, many, many times over.
So, what can you do?
Admittedly, business is business is business. But have, or strive at getting, an abundance mentality. Do as much a you can to overdeliver. Try to understand people’s situations before you jump to conclusions. Treat everyone with respect and dignity. Never take advantage of others. Always strive for win-win.
And above all, be generous with your time, your energy and your money, as it will all come back to you — sometimes in surprising and unexpected ways.
Here’s a quote from Jim Rohn I’ve had hanging on my wall for years. It’s a great quote because it also applies to abundance thinking. The gist of it goes something like this: “While some are studying the roots, others are picking the fruits. Success depends on which end of this you get in on.”
As a final note, if you want to know how to be a “sweetie” and apply the laws of karmic marketing to your business, a great resource is my friend Alice Seba’s product on how to become an Internet marketing sweetie and, if you’re an affiliate or JV partner, affiliate marketing sweetie.
Get these products. There are some great lessons in there and remarkable insights into the world of abundance thinking. Your newfound abundance mentality will pay incredible dividends for you and your business.
And that’s a promise you can “take to the bank.”
About the Author
Michel Fortin is a direct response copywriter, author, speaker, consultant, and CEO of The Success Doctor, Inc. Visit his blog and signup free to get tested conversion strategies and response-boosting tips by email, along with blog updates, news, and more! Go now to http://www.michelfortin.com.
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Posted by Michel Fortin on April 25th, 2006. Filed in News, Opinions, Personal. Tagged as client, employee, expense, fiancé, fraud, gratitude, loss, outsourcing, pollyanna, refund, salesletter, sylvie fortin, waiter. Follow responses through the RSS feed.
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From Caleb
Word!
You go Michel!
Author's Website April 25th, 2006
From jurgen Wolff
Hmm, this seems to be the same situation as I have found in writing scripts for TV and film. Most disappointing are the people who are reliable until times get tough, then suddenly they turn on you. But hang in there, the good people find each other eventually.
Author's Website April 25th, 2006
From ken calhoun
Michel, hi - wow. Sorry to hear about the negative clients out there … your frustration with unprofessional clients comes through loud and clear.
It’s a shame, because you’re one of the good guys, who’ve helped so many of us succeed.
I hope I can be supportive and wish you the best in dealing with future clients in a more smooth manner. A few thoughts:
Having worked with a lot of folks, I’d guess that despite efforts to ‘filter’, it sounds like you may some clients who are:
a) uneducated clients (by that I mean, people who don’t know how or care to value a professional’s time like yours, with appropriate boundaries…) or
b)unethical clients, who are trying to get something for nothing, or push the boundaries unfairly.
c) inexperienced clients: who unintentionally ask for more support than what’s expected to be agreed upon, and act more like they’re in a casual friendship rather than working with a professional.
When I’ve heard complaints from others, I tend to think “boundary management” is a cure. But, not if they’re failing to pay;
that’s a legal issue that I’d personally take them to court over.
You’re a nice guy, Michel - and a world-class copywriter. And it sounds like people are taking advantage of you. And that’s not right.
All I can offer in the way of suggestions to fix the situation in the future are:
- spending more time upfront defining specific deliverables to clients, including hours and timing, and getting it all in writing, and making this “project workflow document” something that’s signed off on
- requiring much larger upfront payments + royalty estimates, eg 60-70% vs 50
- putting together a quick case study of what it’s like to work with a great client, eg a few paragraphs/bullets, and an example of what it’s like to work with a client from hell, again with examples, and share that with clients…
Though that’s likely a bit simplistic, I hope that it may be of help to you.
You’re one of the most important people out there as a resource, Michel. I continue to value your counsel tremendously, and hope you resolve the vampiric and deadbeat and time-leech client issues so that you have more peace of mind. Have even more distance. Someone they talk to before they get you. More boundary management. Less accessibility.
Michel, you’re too important a resource, to have to deal with bs from people. Agree too re leveraging, I’d avoid client gigs with the “general public” IM crowd, and be even more selective, with higher upfront payment requirements, and specified hours of support/time … it’s a start.
Agree re karma.
Best regards,
Ken Calhoun
Author's Website April 25th, 2006
From Chris
Michel, get a grip man. We’ve all had shitty clients in our time - I’ve had hundreds - but they will always be there, and selling product is every bit as bad, believe me.
Service is worse though as the ‘product definition’ is more diffuse, more arguable after the event. Going product is the right direction but you will still get time wasters and leechers, refund fanatics and greedy bastards. If you don’t like customers do a Jeff Johnson and go VRE - no arguments then (unless Google change their algorithms or Amazon…)
Author's Website April 25th, 2006
From Charles Lamm
You may be onto a larger trend.
My wife works in a family business with her mother and brothers. Companies that used to pay for their work (2 way vsats) in 15 days are now paying in 30 or 45. The whole contractor food chain has slowed down and stretched out.
I think many companies are suffering while politicians tell us the economy is strong.
When you don’t get paid on time after you have laid out money for materials and your own employees, the family part of the family business has to wait to get paid. Employees and suppliers get paid first, or you have no business.
I think this is an early warning sign to protect yourself from coming economic hard times.
Author's Website April 25th, 2006
From Stephen Hall
Michel and Sylvie
Best of luck in your new ventures. Just remember to think positive, things go better that way. People fail us daily, but our true friends stand beside us always with a helping hand.
Life is very special, so treat it as a gift, and give back, when you can to others. Wealth will follow, if others see you at your, nomatter what the circumstance.
Follow your dreams, they don’t lie…
Steve Hall
Author's Website April 25th, 2006
From Ken Silver
Michel,
I rarely post comments anywhere on anything. But your dilemma struck me deep - because it was mine too a couple of decades ago… until I woke up.
There is a simple answer, which I suspect you know already - and that is to find a way or business or system to GET PAID IN ADVANCE.
If you can’t find a way to do that, you will be knocking constantly at the Big Money door for the rest of your life, behind the eight ball all the time, like now. And it ain’t a good feeling.
When I ditched my newspapers and went into direct mail many years ago, I made more spendable money in one month than I had made in 15 years chasing debtors. I will NEVER return to the retail way of doing business. I hope you escape too.
Author's Website April 25th, 2006
From David
I agree with you 100 per cent. But you know what? When you give what you have it will always come back to you 100 fold. I have found with every dealing with you that you have been more than fair, and that you give far more than what you charge for.
With this post you have let all of us know that you are real, that you are human, and I for one, have enjoyed reading it and welcome any post and email I receive from you!
Have a great day and God Bless
David
david@4abundance.com
Author's Website April 25th, 2006
From John S Grant
Jesus put it this way,
“And if any man will sue you at the law, and take away your coat, let him have your cloak also. And whosoever shall compel you to go a mile, go with him two miles. Give to him that asks you, and from him that would borrow of you turn not away. Love your enemies, bless them that curse you, do good to them that hate you, and pray for them which despitefully use you, and persecute you; That you may be the children of your Father which is in Heaven:”
“Give, and it shall be given unto you; good measure, pressed down, and shaken together, and running over, shall men give into your bosom. For with the same measure that you use, with that measure shall it be measured to you again.”
Author's Website April 25th, 2006
From David Frey
Michel and Sylvie,
Now you know why I fired all my coaching and consulting clients over 3 years ago and have scrapped ALL my service offerings.
Only products and systems can give you the lifestyle that you deserve (namely, peace and very little stress).
Not to mention, it’s very difficult to scale a service business
All the best.
David
Author's Website April 25th, 2006
From Mr Unconventional
Michel,
You’re right about one thing… all the Karma will
circle.
It’s good you got that massive vent out. Now focus on
your game plan and all of the friends you’ve made
along your journey.
You must have hit a nerve with me because it takes a
lot to get me to spend time commenting.
- Dave
Author's Website April 25th, 2006
From Scott Gingrich
Michael…finally a blog post I feel like I should’ve had a beer with!
Way to harmonize being human with being a marketer!! Sounds like you’ve done some soul searching to get rid of bad clients…perhaps you should take it to the next level?
You speak of Karma…that leads me to think that when we don’t like what is happening around us, it’s often a good idea to look within first and find the roots within producing them fruits!!
Author's Website April 25th, 2006
From Daniel Callantine
Michel,
I for one think it is a breath of fresh air
to hear someone like you be so honest and
open with these comments. It shows your
integrity. As for the persons involved
they have obviously not learned the first
rule of business, Take Responsibility for
your own actions.
As you said Karma is a giver and a taker
depending on which one you do.
Keep on Keeping on, and always look at the
bright side.
Daniel
Author's Website April 25th, 2006
From Kidino
I think this situation happens in any type of businesses and industries. But Michael, thank you for this rant. While I know you are writing with a certain level of anger (or madness), I enjoy reading this. I think it’s good to get others to read this, because sometimes, people acted like things like this don’t exist.
When you write this, the lesson that I learn is to take responsibility on your own business decisions — the good and the bad. And making others pay for your bad business decisions is definitely not wise (yes, karma will get to you). And surely, you definitely are not sharing any profits with them.
I am trying to take this from both sides — as a client, and a service providers.
Author's Website April 25th, 2006
From Dr.Mani
Michel, there’s a principle top negotiators understand, called the ‘diminishing value of services’. Once a service has been rendered, it’s value decreases dramatically in the eyes of the recepient. (That’s why a ‘lady of pleasure’ would ALWAYS insist on getting paid ‘up-front’
>>>
Do you expect to refuse to pay your doctor’s bill, even if you’re still sick?
>>>
As a specialist in this field, I can confirm there ARE indeed MANY patients who do feel that way - and know of some docs who even return professional fees when a patient’s family threatens a malpractice lawsuit, simply to avoid the hassle and wasted time… even though their own professional services were of the higest standard and quality.
Yes, patients expect RESULTS - and to only have to pay for them. It’s not fair - but it’s life!
>>>
You wouldn’t expect someone like Armand to wait to get paid, even if he offered such a service in the first place. So then, why us?
>>>
My mentor Jay Abraham is BIG on positioning and ‘ethically influencing’ clients to behave the way you want them to. Expectations define outcomes. Perhaps it’s time you started FIRING your clients (at least the worst of them). Perry Marshall recently had a nice series of short reports about it, and I have a blog post sharing my thoughts on this issue too.
“Customer Service - Have We Created A Monster?”
ezinemarketingcenter.com/drmani-says/archives/002191.html
I’m currently in the process of sorting out my client database, and identifying my best, most loyal and longest-standing ones. By the “5-95 rule”, 5% of any group is going to account for 95% of the results - and my investment of around 10 hours in mining my data, backed with a ruthless plan to stratify my output according to ‘perceived value’ will make a BIG difference… or at least, that’s what I’m hoping
Author's Website April 25th, 2006
From Edward Han
Well written! As a consultant to my clients, I feel that there is always 2 sides of a coin and it is sometimes hard to please the other side. The result always ended up not getting what you deserve. On the bright side, there are people who appreciate your work and give your deserving rewards.
It is just like banks issuing credit cards, there is always a chance of 3% bad debts. In business, we are always taking a chance of getting this sort of things happening.
Yes, I too believe in Karma & Merits. Continue to do good things, your reward may come in different forms.
Author's Website April 25th, 2006
From Georjina
Great post Michael.
Sometimes you must ‘fire’ a client just to stay sane.
Author's Website April 25th, 2006
From Saundra Jackson
Michael,
I won’t be as eloquent as you were, I am not a copywriter but I do deliver a service.
Keep in mind that we often attract situations. As you pointed out what goes around comes around. Maybe somewhere in you or Sylvie’s past, you did something that the Universe did not agree with and it is rearing its ugly head.
Don’t get your shorts in a bunch, just food for thought. For instance, I buy from every marketer in town, but I can’t reach one of them when I am trying to do a JV or they always say no. Didn’t someone take a chance on them.
But I am still grateful for the contacts that I do make and for those who are willing to work with me.
I will just keep on believing right will always prevail.
Author's Website April 25th, 2006
From Donovan Kovar
Have you guys ever heard of the book “Winning Through Intimidation” by Robert Ringer? lol!
It’s now called,”To Be Or Not To Be Intimidated” and I bought it again recently (hard cover is $25!) just to review it.
We all probably would be well advised to look through it again, so we know how to position ourselves in such a way as to avoid being intimidated…
Rock On Michel - You Da Man!
=============================
“Press On - Nothing in the world can take
the place of persistence. Talent will not;
nothing is more common than unsuccessful men
with talent. Genius will not; unrewarded
genius is almost a proverb. Education will
not; the world is full of educated
derelicts. Persistence and determination
alone are omnipotent.”
~ J. Calvin Coolidge -
30th President of the United States
Author's Website April 25th, 2006
From The Cat
Mraaaooowwwwww!!!
Way to sink your claws into the meat of those unappreciative dogs.
Author's Website April 25th, 2006
From Ray Edwards, Copywriter
I’m so glad you wrote this post, Michel. There is so much wealth and opportunity available to anyone who wants to claim it, there’s just no need for scarcity thinking.
Not only is it “right” to operate out of a place of abundance…it’s also practical.
All good things to you and Sylvie!
Author's Website April 25th, 2006
From JP Maroney
Last year… 3 clients defaulted on contracts totally more than $50,000.00.
I thought that was bad. Thought that was as bad as it could get.
Today… just today… received notice that a client is attempting to screw me out of more than $70,000.00. One client.
Dang if it ain’t frustrating.
You remember what you said to me when you asked me to moderate on http://www.copywritersboard.com ???
I asked, “So, do I have to attend any secret meetings or repeat any chants?”
You responded, “Yeah… repeat 5 times ‘Clients Suck! Clients Suck! Clients Suck! Clients Suck! Clients Suck!”
Like you, I’ve had — and still have some fabulous clients and partners.
And I’ve had my share of stinkers too.
Life moves on though, huh?
JP
Author's Website April 26th, 2006
From Gary Vurnum
Michel
As someone who is involved both in the Internet marketing ’service’ business, and also have a core self-improvement business…I can certainly empathize.
I can certainly agree with you that there is a lesson in this for you…and I expect that you realize that, for whatever reasons, you are (still) attracting these sorts of clients into your business, even though you fired them last year!
Over the last year I’ve gone out of my way to refuse work that hasn’t fitted in with stuff that inspires me…even though it probably has cost me tens of thousands of dollars in the process.
And…if a certain situation doesn’t go ‘as planned’ I always look at why I was responsible for it happening (from a ‘Law of Attraction’ perspective.)
I certainly am also a firm believer in the law of karma - but I am also aware that, if I can mentally position myself away from these sort of people - then it won’t be such a factor as the leeches will be preying on other people who are attracting them instead of me.
I know that this concept may be ‘out there’ for many people…but it’s not until you notice the changes because of it that you realize that you do have some control over the quality of people you allow into your life.
Sure…pricing higher is one way of getting a better quality of client, but, as you found out - there are still many people out there who can afford you - yet you still don’t want to do business with them!
To Our Success!
Gary Vurnum
Author's Website April 26th, 2006
From Ian Newton
Sounds like you don’t seem to have a payment policy in place. We operate a strict 40/40/20 payments strategy this means 40% up-front to engage our service, 40% on delivery of the proof version and 20% after corrections. This should be agreed on before the project is engaged and be part of a purchase order signed by both parties. It should also state that the use of the copy is prohibited if the payment terms are not adhered to and is protected under your copy rights. This should also state your payment terms are (say 30 days). I do not know how things operate in Canada but we will not hesitate to engage a credit recovery agency if payments are not received.
A strict policy means less stress!
Author's Website April 26th, 2006
From Rod Kelly
It’s a goog thing we have blogs!
I’ve been in that very situation, with contracts in place, with percentage payments, etc, and this year I made a business decision to stop providing services anymore. It’s not just the money loss, it’s consumption of time, emotions, etc. Everything suffers as a result of one or two people. I did’nt want to loose my disire for what I do.
Author's Website April 26th, 2006
From Tim Judge
The last time anyone WANTED to use a Realtor was in 93 when things were tuff for everyone. Now people are making more than ever on their Real Estate investments and they want to pay even less! Realtors work on 100% commission and don’t get paid until the end, and at the closing table then someone has a problem they turn to the Realtors commission - the two people that put everyone in the room!! Yet for sale by owners remain at 14% of homes sold only up from 12% the historical average. Its not easy being in any service industry. I guess that’s why it takes a special type of person. One who can deal with all the crap and can see the reward through all the risk. At the end of the day it is us who have a bigger sense of accomplishment and have more freedom in our life. What every you do, do it with passion and meaning and you will get paid with many different currencies.
Author's Website April 26th, 2006
From CaptainLou.com
Hey Michel..it’s all Armand’s fault! And Alex and Reese and YOURS too! It seems that the “master marketers” have successfully activated our “greed glands”.
We live in an increasingly SELFISH SOCIETY so that many of us marketers now just want to suck every thing we can get out of everyone we deal with!
I can just tell myself it’s nothing personal or unfair, I’m being a shrewd business man and smart marketer.
Well, guess what? It’s not JUST your vampire copywriting clients (probably 20%) who try to suck the life out of you.
Before I became the “Cruise Guru”, I sold home decorating products and services and offered a “free in-home consultation”. The number of prospects and clients who demanded
additional discounts, thrown-in products and MORE consulation time for FREE burnt me out after 15 years.
Even though I was earning up to $1,000 a day, the disrespectful, unappreciative time vampires won. They sucked the life out of me and I packed it in.
In my younger days I started a company that videotaped weddings, bar mitzvahs, etc. and 80% ofour clients were delightful, respectful and appreciative.
But I remember being yelled at, denied meals that were promised, treated like indentured servants, then money held back pending further edits an re-edots, etc. I packed that business in.
Now I market exotic cruises, resort vacations and seminars-at-sea on the web and have built another million-sollar business.
At least this is an exciting, fun, upscale business where you get to travel the world and help make fulfil people’s dreams and fantasies…right?
I couldn’t possibly be plagued by deadbeats nd life sucking time vampires in the CRUISE business….right?
WRONG!!!!
Because once again it is a SERVICE BUSINESS, where you are dealing with PEOPLE, one-on-one, and even in the happy world of vacations, some people are dancing in the rain while others are crying in the sunshine taking their own personal misery whereever they go.
The numbers again…80% pleasurable people to deal with, and 20% that absolutely suck the will to go on right out of your sole.
(If you let them).
I had to commiserate with your rant because, brother, I feel your pain!
So, if we are going to remain as “people people” and continue in service businesses, the questions are:
How do we firmly STOP abusive behavior BEFORE getting in bed with or marrying out clients?
How do we insure getting paid…on time with as much UP FRONT as possible?
How do we become thicker-skinned and not let the bad apples wear us down?
Or should I just take all of my chips off the table now, stop dealing with HUMANS and just become a recluse like Howard Hughes?
Well I’ve gotta go. Tthe phone’s ringing again. It’s another demanding client. I’m
afraid to answer it. But there goes MY greed gland, kicking in AGAIN!
Author's Website April 26th, 2006
From Linggar Sentanu Japra
Karma applies universally (in marketing and in every aspect of our lives), Michel. Keep doing the good and taking care of the bad “accordingly”, like what you have been doing, is the way to go.
Author's Website April 26th, 2006
From Michael Tinling
Hello Michel,
I am new in the business of copywriting, yet not new to business and have recently completed the Mike Masterson copywriting course.(25 years in sales/marketing) I took the course with no illusions and saw through the glitz, glamour and promise of fame and fortune.I enjoy writing and feel I have the aptitude to become a good one.
What first attracted me to your site, was your mailing address, Innes Road, Ottawa.
You are the first Canadian copywriter I have come across and lived in Ottawa a number of years ago. Uplands Drive, a km. from the airport. I live in Toronto at the moment. After reading your article and feeling what you have gone through to a much lessor degree than you, was hoping you may assist me.
I am looking for someone, I can trust. By this I mean a copywriter I can go to occasionaly for advice and I do mean occasionaly. I am not looking for freebies or a free ride or even someone to piggyback onto. I realize you are a busy guy and should you have a moment to respond, I would really appreciate it.
Thank you, for your time
Mike Tinling, met2006@sympatico.ca
Author's Website April 26th, 2006
From Andrew Verity
Hi Michael,
Good luck to you and Sylvie on your new life together.
And thats where I will start to comment about your message. Its seems to me you are wanting to start a new life and are doing just what you are claiming others are doing to you. Except you are complaining really about different things than they are.
Let me explain. Firstly I have seen in other replies parts of the truth of what is happening here so I want to attempt to put some of that together.
Marketing has one objective - get the money.
In whatever way we know how to, we want to get the money. OK thats marketing and everyone really knows that. The fun then becomes the game of HOW do we find the right strategy to get that money. Thats fun and in my opinion should always be considered as FUN.
Thats the money side, but when you are 1, doing something you know, there is a lot of your own personal experience tied up and supporting what you ‘Know’. And because you know it and others dont it becomes a product. Then it can easily (and often does) fall into the marketing games to make money.
2, you have a personal involvement with clients in a service industry. I have been in such an industry for over 30 years in Neuro-Training (personal development) and have seen the people you are decribing. Its true they exist and always will but if we remember the game they are playing, they are loosing big time. But its the way they choose to play the game. How you choose to play is still in the money strategies so rework those so you are making the rules. Only one way to win a game- you make the rules!
But the greater confusion is between your desire for respect in what you know and the need for emotional fulfilment. That will NEVER come from the money game. Don’t get them confussed because it will always make you sick. You become toxic and it spreads.
Toxic clients are a reality and their way of playing the game will kill them sooner.
You are an intelligent man with some great insights into how to pesent life. Apply that now to yourself and separate the emotional changes you are going through from the money game. Its important for you and your new wife.
Hope I haven’t rambled on too long, all the best. Your work is needed, for everyone.
Blessings
Andrew.
Author's Website April 28th, 2006
From Gary Simpson
Whew!
Michael,
Your rant echoed my thoughts in so many ways.
I, too, have been taken advantage of by many money-sucking vampires in the past. Unfortunately, some misguided souls perceive diligence and kindness as weakness.
I have a similar story to tell. Let me relate just one incident…
Recently, I was trying to collect a $132 debt owed to my company since October 2005. Since it is now April 2006 I was getting cranky about it.
This individual had received 6 end of month statements plus several copies of the invoice. My daughter and my wife had both telephoned him on several occasions. During those conversations he rudely acknowledged the debt and “promised” to pay it. Many weeks later he still had not paid it. So, I sent him a final notice that said I would be referring it to a debt collector.
What happened next was UNBELIEVABLE. (Sorry for the length of this but I am exorcising the matter right here).
The phone rings and the caller asks for Gary Simpson. I acknowledge.
“You f****** c***!” is shouted down the line.
Yep. That’s exactly what he yelled at me. After I realised what an idiot I had on the phone I managed to ask him why he was abusing me for HIM not paying his bill. You know what he said:
He said if I had any guts at all I would come and pick the cheque up personally instead of getting my daughter and wife to do all my “dirtywork.” Duh!
To cut an already long response a bit shorter - this idiot has got no idea what I do for fitness and recreation. Ha.
For 35 years I have practiced karate. I am 6 feet tall and weigh 260 lbs. (if you are interested you can see pics of me on my website) I am normally very calm and placid. I can affo