Sometimes your clients just won’t cooperate. They won’t
return your calls or emails requesting their time and attention. Even though
your work should be important to them, they just won’t respond. What’s up with
that?

If clients put you off, it is an indication of how they
view you and your work. It has little to do with how busy they are. Like you,
your clients prioritize their tasks. If you’re on the list, you’re a priority.
If not, don’t expect a response. If you happen to catch them, they will
apologize for not getting back to you, but what they really mean is you didn’t
make the list.

Depending on how you position yourself with your clients will
determine how you will approach them and how they will view you.

If you apply your technical knowledge to fill out forms
for your clients, you are a vendor.

“I want to review
with you the compliance documents I prepared so we can submit them by the
deadline. When can we meet?”

If you apply your technical knowledge to make connections
for your clients, you are a resource.

“I would like to
discuss with you the article I sent you last week to see if it applies to your
situation. When can we meet?”

If you apply your technical knowledge to find opportunities
for your clients, you are a trusted partner.

“After completing
an analysis of your situation, I discovered 2 concerns and one opportunity to
grow and protect your business. When can we meet?”

If you’re the trusted partner, you will have little trouble
securing meetings. Your calls will be taken and received well because you and
your work are valuable.

If you want to want your clients to respond to you, get
on their list. If you want to be on their list, think of how you position
yourself.

This week? GET ON THE LIST!!