What Is Unproductive Behavior
Productivity is about building sustainable value with limited resources and building that value over time.
If you have a client who pays you at the end of the month then you need to show that your work, as well as all of the resources you are given, is valued.
The issue with most clients is that they are focused on the next payday and feel their money is important in that regard. They do not take the time to reflect on what their investment is accomplishing.
Because of this, they feel the same as if their money were tangible. They feel the same sense of investment and lose interest in building the project on a long-term basis.
Unproductive behavior is a result of the client not being clear on what is required of them and what you are doing to create value and a long-term investment.
If the client is unclear on what you are going to do with their money or how you are going to create value then they will not see a long-term opportunity with you.
The root cause of unproductive behavior
When you are in the business of helping people, you need to be clear about what you do and what you are going to do with their money.
A client will look to you for several reasons. They will look to you for a return on investment, they will look to you to build value, or they will look to you to provide a service.
If you do not know why you are doing what you are doing or what value you are providing then they cannot see the value in your business or how they are actually improving their life.
They do not know why they are paying you, what is being created with their money and what value they are receiving.
If you are not able to clarify your value proposition, clients will lose interest in your business.
Here are five signs that your client is not clear on what you are doing for them and what value you are providing.
1. Your client is constantly asking you for a return on investment
This is something that you can see a client do and yet it still occurs.
The common reason why this happens is that you are not spending time explaining what you are doing and what value you are creating.
Every second you spend explaining your work and value proposition takes away from creating value and building the business.
2. Your client is asking you to transfer wealth and nothing is being built in return
In my experience, the client's focus is on the transfer of wealth and what they are being rewarded for this is not the issue.
The issue is that they do not know what value they are receiving in return and how they are improving their life. This is why they feel unproductive.
The client's focus should be on what they will receive in return. This is something that I share with my clients.
The amount of people who are interested in the path to wealth and then they are unable to achieve this goal is astonishing.
When clients start to understand what is going on around them, I then ask them to share with me what was going on in their lives. This will show me what they are missing.
I then encourage my clients to spend time helping other people so that they can gain value and experience a greater level of life satisfaction.
This is why it is so important to be clear about your value proposition and the services you are providing.
3. You are not creating value for your clients
You are not creating value for the client because they do not know the value that you are creating. It is also because you do not know what value they are receiving in return.
If you do not know what value you are providing or where value is being created then it is very difficult to create value. You are creating value for yourself.
To create value, you must know what value your client is receiving. You must be clear on what your client's focus is.
4. Your client has minimal trust in you
If you are not creating value for your client then they have minimal trust in you.
If you are not creating trust then you are not helping your client, you are not building their business and you are not helping them improve their life.
Trust is an emotional state and this is one of the most important characteristics that your client is looking for. Your client needs to be able to work with you without being nervous, uncertain, or suspicious.
If you are not able to build trust then you are not creating value.
5. Your client asks you to change what you are doing
If you are not working with your client or if you are unable to clarify your value proposition then they will start to ask you to change what you are doing.
This is something I find in business when a client or a business is doing everything they are supposed to, but they are still not getting the results that they want.
The problem is that they do not know what changes they are looking for and that is why they are asking you to change what you are doing.
Don't go with what you know, go with what your client needs. Go with what the client can receive from your experience and what value they are getting in return.