Friday 24 June 2016

Are you exclusive?

One of the greatest truisms in business is that your clients want to be treated like royalty – it is a fact that cannot be disputed, and why shouldn’t they?

Your clients are paying you their hard earned money and they want to know that you are actually going get the job done for them

They have trusted their business with you and they want to know that you are not like everyone else in your industry who promises the world and never delivers

They have engaged with you and they want to know they’re dealing with an expert - an expert who’s going to guide them through the complexities of their problems and take them from point A to point B as smoothly as possible

They want to know you care about their challenges and you’re doing all you can to deal with them

In essence, they want a premium and exclusive service!

And as business owners, we should all want to offer that kind exclusive service because it is what your clients want! At least it is what the very best clients want

The ones who appreciate the value you bring, the ones who respect you, and the ones who are willing to pay a premium to get the very best of the best

But here there is a tradeoff - if you want to offer an exclusive service, you will inevitably have to exclude people - it comes with the territory! 
Of course, this makes absolute sense and it’s actually quite a simple concept to grasp - but we see so many businesses getting  this so wrong

They claim they offer an “exclusive service” but when you look at their business in more detail, you’ll quickly see that what they offer isn’t exclusive at all - instead what you will see is that the are willing to take on just about anyone with the ability to pay (and sometimes they will even forsake this criteria as an absolute requirement)

In my mind, that does not equate to providing an exclusive service -  in fact this describes a service that is commoditized and open to just about anyone  

But does everyone deserve the same treatment as your very best clients?  Do you think that offering a commoditized service will allow you to command the prices that you know you are worth? Do you think that your ideal clients – the ones who want and demand a truly exclusive service - are going to want to work with a supplier who offers a bog standard, one-size-fits-all service to everyone?

The answer to all of these questions is, of course, NO

However, if you want to grow your business with the types of client that trust and respect you and the services that you offer, if you want to dominate your market, and if you want to be seen as the go-to person within your business sector, If you want to charge the prices you deserve and have a long line of clients willing to pay you, then you have got to start excluding people instead of making yourself available to everyone and anyone

If you want to learn more about creating a strategy to make your business exclusive, or you just want to learn how to get more, better value clients, then get in touch – we would love to hear from you
You can contact us by email – (for management consultancy clients) and (for executive recruitment clients)

Alternatively, you can call us on 084 3289 3288 (for consultancy) or 08456 894 894 (for executive recruitment)

Or if you just want to learn a little bit about us and what we do (and who we do it with) the check out our websites at or

Until the next time, take care, be bold and do good business

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