Back in 2002, when I was first starting out as an independent linguist, I was clueless as to how much my personality would impact not only my client relationships but also my business decisions. In the beginning, I got most of my work through agencies or email but that changed once it became clear that meeting with prospective clients resulted in much more interesting work. I have always placed great value on competence and professionalism but I soon discovered that the more me I was, the more interesting clients I attracted, and the more inspiring projects became available to me. Over the years, I’ve worked with actors, authors, politicians, Ph.D. candidates, small business owners, CEOs, senior and middle management on a great many projects, and one thing that stands out is the satisfaction of repeat business. I have come to understand that clients return because they like working with you, so long as quality is not an issue. When your work is topnotch and you’re dependable, your personality seems to be the deciding factor on whether or not clients want to work with you.
I was reminded of that on a recent trip to Dubai with a client. After having spent two days in the confines of the hotel conference room, trying not to be too much of this or that, I was taken aback when the client ruefully remarked that I am usually the life of ‘the party’ and not the complete stick-in-the-mud, I had apparently been the past couple of days. In my efforts to appear professional and effective, not wanting the client to regret having spent chunks of cash on travel and accommodation, I had neglected to contribute to the all-round good cheer. I took note of his comment, and for the rest of the day – sightseeing in 104-degree weather – I was more myself, as much as one can be on a camel hunt* drenched in sweat.
What I took away from that experience was the aide-mémoire that you don’t have to don a cloak of professionalism if you are professional, i.e. skilled, competent and reliable, so be it if you’re also a bit quirky or an absolute peach, that won’t hurt you or your business, so long as everything else is in order.
The relationships you build and cultivate with your clients are central to your success as an independent contractor and your people skills and ability to toot your own horn in a professional capacity has great bearing on how well these relationships will serve you and your business. As an entrepreneur you depend on testimonials, and you want your clients to have you in the forefront of their minds for future projects, and to feel comfortable recommending your services to their colleagues or network.
Navigating these waters can be tricky, below five tips to ensure you won’t forget (being) yourself when interacting with clients:
1. Be sharp. You want your manner to reflect your qualifications and commitment. In first meetings, always listen more than you talk and be prepared to share samples of your work or documented results. By all means dress and act as you please but don’t allow your personal appearance or behavior to take away from what you’re trying to accomplish.
2. Honor your commitments. Always deliver as promised. If you are unable to meet a deadline, be sure to let your client know at the earliest possible moment that they may take appropriate steps to allow for the delay.
3. Come prepared. Even if you think you know just about everything about something, it’s critical that you do your research before offering your professional counsel to a client. Being well informed about their company, issues and challenges is the best way to deliver superior service. If there’s something you don’t know, cop to it and offer to look into it and get back to them.
4. Be on time. Just don’t show up late, it’s arrogant and shows either a lack of respect or indifference. Plus, it’s super annoying.
5. Be yourself. Be who you are and don’t be a pushover but if you take a stance on an issue, for example regarding terms or payment make sure it’s in line with your values and a reflection of your skills.
Even if you have a strong personality, you can still be yourself without hurting your professional image. The key is to be authentic and honest, without overwhelming (prospective) clients with your person in the process. You will be thought a professional and serious contender for exciting projects.
* We didn’t actually hunt camels, we were just on the lookout for one, unsuccessfully, as it happens …
***
I was reminded of that on a recent trip to Dubai with a client. After having spent two days in the confines of the hotel conference room, trying not to be too much of this or that, I was taken aback when the client ruefully remarked that I am usually the life of ‘the party’ and not the complete stick-in-the-mud, I had apparently been the past couple of days. In my efforts to appear professional and effective, not wanting the client to regret having spent chunks of cash on travel and accommodation, I had neglected to contribute to the all-round good cheer. I took note of his comment, and for the rest of the day – sightseeing in 104-degree weather – I was more myself, as much as one can be on a camel hunt* drenched in sweat.
What I took away from that experience was the aide-mémoire that you don’t have to don a cloak of professionalism if you are professional, i.e. skilled, competent and reliable, so be it if you’re also a bit quirky or an absolute peach, that won’t hurt you or your business, so long as everything else is in order.
The relationships you build and cultivate with your clients are central to your success as an independent contractor and your people skills and ability to toot your own horn in a professional capacity has great bearing on how well these relationships will serve you and your business. As an entrepreneur you depend on testimonials, and you want your clients to have you in the forefront of their minds for future projects, and to feel comfortable recommending your services to their colleagues or network.
Navigating these waters can be tricky, below five tips to ensure you won’t forget (being) yourself when interacting with clients:
1. Be sharp. You want your manner to reflect your qualifications and commitment. In first meetings, always listen more than you talk and be prepared to share samples of your work or documented results. By all means dress and act as you please but don’t allow your personal appearance or behavior to take away from what you’re trying to accomplish.
2. Honor your commitments. Always deliver as promised. If you are unable to meet a deadline, be sure to let your client know at the earliest possible moment that they may take appropriate steps to allow for the delay.
3. Come prepared. Even if you think you know just about everything about something, it’s critical that you do your research before offering your professional counsel to a client. Being well informed about their company, issues and challenges is the best way to deliver superior service. If there’s something you don’t know, cop to it and offer to look into it and get back to them.
4. Be on time. Just don’t show up late, it’s arrogant and shows either a lack of respect or indifference. Plus, it’s super annoying.
5. Be yourself. Be who you are and don’t be a pushover but if you take a stance on an issue, for example regarding terms or payment make sure it’s in line with your values and a reflection of your skills.
Even if you have a strong personality, you can still be yourself without hurting your professional image. The key is to be authentic and honest, without overwhelming (prospective) clients with your person in the process. You will be thought a professional and serious contender for exciting projects.
* We didn’t actually hunt camels, we were just on the lookout for one, unsuccessfully, as it happens …
***