20Jan2013

Work With Your People and Reject the Rest

written by: Janet Brent

maid I’m Filipino and I don’t like working with other Filipinos because they’re not my people.

This isn’t an identity crisis.

I know exactly who I am and who I serve.

(I also couldn’t clean a house if my life depended on it so you can’t hire me for housecleaning or domesticate me for your house wife. Nice try.)

Filipinos are cheap. They always want the cheaper price. The bargain.

I’m not cheap. I’m not frugal. I suck with money and I have way too much debt than I’m willing to admit.

So penny-pinching clients are NOT what I’m trying to build. At. All.

In fact, I’m not even a true minimalist, in the sense, even if I refuse to buy furniture.

My right people?

They’re holistic and creative entrepreneurs and heart-based small businesses. They’re international.

My clients span the range of New Zealand, Australia, UK, Canada and the US! I’ve got a globalized biz, yo!

I’ve never thought in terms of race, because I’m not racist.

Rather than connect my clients through ethnicity, I’ve chosen to do so in shared interests.

Filipinos are ‘my’ people in a purely ethnic sense, but they’re not my people when it comes to my ideal client.

For one, I still have no idea how to price myself in a ‘local’ market. A general rule of thumb is to cut your normal ‘Western’ price by 1/3. That’s your local price. But even that isn’t good enough. Filipinos will try to get their relatives to do it for FREE. Maybe it’s practical, in their terms, but is it more professional?

Who cares! Why would I want to focus on a market that’s cutting my real value 1/3 of the price and more!? Am I crazy? Then again, I design in dollars, even though the Almighty dollar is failing, weak in value, and practically fake. Are we crazy?

Rejecting these opportunities is a no brainer. If I keep with this mindset to serve locals, I’ll stay perpetually broke and never get out of this mess! The mess of student loan debt and credit card debt and Americanism in a foreign place.

(Sometimes, I feel like an ass that I’m not willing to give up my Americanism and relate more to it than my Filipino side. Sometimes I feel like an ass that I’m not really making a full attempt to acclimate here after nearly 3 years, because I still can barely speak the language. And oh, it’s ok for foreigners and expats not to speak it but since I’m brown and look like everyone else, I should speak like everyone else.)

I might feel like a maarte (picky, often associated with snobbish) ass when I turn down job offers and projects but really, I’m doing them a favor!

If you’re not my people, chances are it’s a reciprocated process. If you want to hire your friend’s third cousin for that logo project instead of the professional, I won’t be offended, really. I’m not your market anyway. And you’re not mine. Fair!

You are doing yourself a disservice if you work outside of your ideal client. These people will wear you down. Work with your people and reject the rest.

Now, I don’t mean to offend local clients I’ve had the pleasure of working with. When desperate times are desperate, you’d work with anyone, I guess. You’d even accept $400/month employment just for the ‘regular’ paycheck when you’re smart enough to make twice as much as a freelancer. But hey, you’re desperate, remember? Case in point, I think my “strategy”, if I even have one, would be better served going for higher end clients than a market that encourages 1/3 less price OR MORE.

You’re smart, so you better ACT smart, and cut your losses.

Quit playing small by taking on clients that do not serve you. Start serving the ones that matter.

How to Find Your Peeps

So it’s not always easy or apparent to get to the point where you may even know who to target and who your people are. Ask yourself: who would you absolutely love shooting the shit with, grabbing a cup of coffee, or tea, or beers with? Note if your people would even drink coffee, or tea, or beers. The type of person they are by what beverage you’d have with them might say a lot. Are they a Starbucks kind of person, or a green smoothie drinking person? Maybe they like cocktails, or local brews?

You should get along swimmingly with your people. You should also be at a point where you have some knowledge that would help them. Maybe they’re 2-3 years behind you and need advice to get to where you’re at. What would you say to yourself 2-3 years ago? What advice would you give?

You should know where your people hang out. What niche do you serve? Where do they go to shop? To eat? What do they enjoy doing? How much do they make? What do they spend on?

Tailor your message and brand to your right people. Your people should know they’re at the right place in less than 30 seconds. Make your tagline apparent to who you serve. Make your website work to appeal to your people and help them out.

Got a website that could use some work? Let me know and I’ll let you know how we can work together!

Janet Brent

Janet is a graphic/web designer for indies in the holistic and creative arts. She is passionate about working with creative world changers and showing people how to march to their own beats. You can email her at janet@byjanet.net to introduce yourself or work with her. If you enjoyed this, sign up for more updates. Twitter • Facebook • Google Plus

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Date: January 20th, 2013

Category: Uncategorized

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http://twitter.com/JanetBrent/status/292913925161369600/ Janet Brent (@JanetBrent)

NEW: Work With Your People and Reject the Rest http://t.co/ctPNkqMt #blogboost
http://twitter.com/BAutonomy/status/292971839800631298/ Business Autonomy (@BAutonomy)

Work With Your People and Reject the Rest via: @JanetBrent http://t.co/hFqFvP10
http://twitter.com/JanetBrent/status/292998694381428736/ Janet Brent (@JanetBrent)

haha this post turned out controversial with angry comments. Score for me. http://t.co/gGEQO3GA #blogboost
http://www.mylocalbusinessonline.co.uk/ Jan

Oh boy, some bite back there… I think the above commenters haven’t actually read what you said, but what they think you said.

I agree with you. I’m in the UK, I can’t compete at eastern prices, but people who use those services are NOT my market.

We have the same here – the small business owners who get a friend of a friend to do the work for next to nothing. Again, these people are not my market – although I do pick up several when they don’t get the results they want.
- http://www.byjanet.net Janet
  
  Thank you. I agree they were a bit harsh in tone and not sure if they got my post entirely…
  
  Though I’ve come to accept that racial identity is a tough subject and that I’ll never be truly accepted by ‘my people’ because of my upbringing being such an anomaly. It is what it is.
  
  Don’t even get me started on outsourcing and the people who use those services. That business model is a nightmare to me. Cheap clients are the WORSE. Whether they’re Filipinos or ‘hotshot’ Western ‘entrepreneurs’ who want to bargain their way to the top. The latter is DEFINITELY not my market and I’ve had negative experiences with them. Not paying invoices, etc. Run away. Learning who your target market and people are will help you avoid these costly mistakes.
  - http://www.woman.com.au Robele Bajar
    
    Oh, I definitely got your point. As a marketing strategist, I get paid telling people no-brainer advice like sell your stuff to those who get your value and has the wallet to speak for it. It’s marketing 101. Just didn’t like all the negative connotations you alluded to about how Filipinos are and the fact you singled out Filipinos in some sort of frustrated rant. Making sweeping statements that “Filipinos are cheap” is like an Aussie saying that “Americans are dumb and ignorant.” As a blogger myself, I’m tempted to rant about my frustrations with clients but because I’m a professional, I keep that to myself. One because it doesn’t do me any favours and second, the world is a small place. It pays to be nice. Roby
    - http://www.byjanet.net Janet
      
      I’ve definitely got my Anti-Americanisms to go by that Americans are dumb stereotype.
      
      Thanks for the input. You’re right… This is all basic, no-brainer advice. I personally wouldn’t pay $250/hr for it because I AM cheap, in that way. So touche. This wasn’t really a rant about a client. Though, I find it interesting that there *are* client rant sites out there, but the one I’m thinking of is anonymous (and also in the design sector).
      
      This somewhat came about as a commentary over a “prospective client”, who I obviously didn’t work with and which ended in the most stereotypical way. Used it as a start off point to spout basic advice. I’ve had a lot of potential clients I’ve rejected including a Western monk with monkey mind. And I think the worst clients are SEO internet marketers, definitely not my market at all more than the ‘cheap’ Filipino/Asian because in my experience, they don’t even pay. I believe in honesty, vulnerability, and transparency and maybe that sometimes gets me in ‘trouble’ or look kontrabida.
      
      The line between what’s professional and not are often blurred especially when it comes to blogs and internet personalities and “work/lifestyle biz”. You are much more successful than me at this point. What I write about isn’t going to hurt you as much as it would myself (as you say, not doing any favors), and I take full responsibility in whatever I write. Not hiding behind anonymous nor would I specifically rant about clients here which is why this came off as general.
      
      As for stereotypes, the “Philippines/Filipinos are uneducated” has pissed me off in the past, coming from an American sex tourist type who ‘loves’ pinays but when you look at the current outdated education system, there’s some truth to it although I would say that for the education system as a whole, including the US. It’s not isolated to the Philippines.
      - http://www.woman.com.au Robelen Bajar
        
        Singling out an individual or a group in a sweeping statement with derogatory connotations is in my mind, an act of a person who lacks tact and professionalism – One who perpetuates stereotypical notions that don’t add value to real conversations nor make the world a better place.
        
        Your post particularly offended me because even as one who has carved some form definition of success, I face western stereotypes of Filos as maids, labourers, mailorder brides etc. Why add another to the list?
        
        So you want to make your point and use shock value – that to me is not good enough. If one has to resort to such actions to get attention and “comments” well, I think you’re directing your energy in the wrong direction .
        
        And yes there are “rant sites” as you call it. In fact, I own one – nakedoffice.com.au
        lets people in on what it’s really like to work for companies in Aust and NZ.
        (thanks for the plug)
        
        Although I’ve never considered you part of my “tribe” (as you’ve said I’m currently outside your price range), I’ve enjoyed reading your previous rants (yes, they are rants) mostly because I root for every Filo who put themselves out there. This one was just a little disappointing.
- http://www.woman.com.au Robele Bajar
  
  Yes I did Jan. She’s talking about marketing 101. It’s not a hard concept. I take offence at the sweeping statements singling out Filipinos in some sort of rant. I’m Filipino and I pay for and accept only the best. That includes words of reason, kindness, gratitude and self restraint. Funnily enough, I make great money that way.
http://dangerousharvests.blogspot.com/ nathan

I come at all this somewhat differently, but perhaps end up in a similar place. The way I see it, one of the main flaws in capitalism is it’s inherent greed and creation of “haves” and “have nots.” Money and material wealth are not the measure of who we are as people, and heart-centered businesses should remember this, and work to move in a direction of serving across class distinctions. Which includes giving some percentage of “work” away. And/or working for peanuts with the right people sometimes.

Where we converge is that it still comes down to working with the right people. Those whose needs and mission are compatible with you. I had a consulting gig last year with a fledgling non-profit that in the beginning, I thought was a good fit. But over time, recognized wasn’t. We weren’t on a similar page in terms of how we chose to act in the world. And so, I stepped away, even though it disappointed the folks I had been working with.

The thing about finding the “right folks,” your tribe so to speak, is to let go of first appearances. The poor client might end up over the long run bringing you and themselves much financial benefit, while the wealthy client might end up over the long run to be a major energy sucking pain in the ass.

Sometimes the desperation of getting what you need to pay the bills blinds you to the long term possibilities.
- http://www.byjanet.net Janet
  
  Very great point and thanks for adding it here to the discussion! I am definitely aware of the haves and have not divide… And there are quite a number of ‘heart-based businesses’ that are six-figures. Does that make them a hypocrite? Is wealth evil?
  
  I think its interesting that you note its important to work across class distinctions. I still give Asian/Philippine market a chance and work for these discounted rates. But my ultimate goal is to market to my tribe, which is not the Asian market but primarily Western.
  
  For me, working across class distinctions is where I feel corporate social responsibility (CSR) comes into play and I have plans to do social outreach doing creativity workshops and personal development by using a % of sales once I have products up on an upcoming e-shop. I also feel its good for people with more money to be responsible and give back to more charities or fundraisers.
  
  I definitely don’t have an answer to the haves and have not dilemma but I want to be in a financial situation that can help many people in the future. A philanthropic ‘millionaire’ and just give away most my millions or create projects that help people in developing countries. Including or especially the Philippines. But I’m just dreaming at this point.
http://www.vishnusvirtues.com Vishnu

I think you should extend the post and say – no Asian clients whatsoever. hahahaha Every Asian client will try to bargain and cut prices. I’d bargain – so would you. We can’t help it:) Maybe you grew up in US enough to realize something else to bargaining – like the value of something. But still it’s in our nature not to pay the stated price

I don’t think it’s the ethnicity. It’s the culture haha. In India, and the rest of Asia, we’re always taught to ask what’s the real price. the sticker price is the beginning of the conversation.

But I don’t think you have to classify it as no Filipinos:) It’s more like – your target market isn’t people who bargain. that eliminates Asia!

Interesting post as alwasy J! When I was doing a business before, I used to tell people that I didn’t work on family, friends cases to avoid a conflict of interest. That was pretty effective
- http://www.byjanet.net Janet
  
  hahaha it’s definitely not no filipinos or the filipino-ness. You’re right though. People who bargain which eliminates ALL Asia AND the SEO ‘internet marketer’ creeps who always outsource. I think I started off with the ‘no Filipino’ thing to make a point and for the shock value. As a result, I had a bunch of Filipinos call me racist. haha, asking for it? Who knows. We already know I’m crazy.
  
  And I definitely bargain too!! Well, I suck at bargaining. I can’t even haggle! I’m all for piracy and sharing where others would be hardass to go against because it’s theft. Can’t help it! Maybe it’s “wrong” but…. if it’s available, why not? That being said I don’t actually have bit torrent or whatever it is. I’ve done it a few times but never got big into it. And I will happily fork out the big bucks to pay Adobe once I can afford their expensive software. I’d be proud to see that day!
- http://www.lucidmusing.com eyenie
  
  I totally second that Vishnu, it’s not a racial thing, it’s purely cultural! I’m Mexican, and let me tell you, my people bargain! My grandmother taught me to do it when I was in Mexico at the market!…it’s not right or wrong, it’s just how it is.
http://twitter.com/joemar_obejas/status/293193949781315585/ Joemar Obejas (@joemar_obejas)

#Pinoy are so #Sensitive and #Emotional especially when you dealing the word #Filipino @JanetBrent http://t.co/2RmwjcEu
- http://www.woman.com.au Robele Bajar
  
  Joemar, I don’t think anyone, Filipino or otherwise, appreciates being referred to as “cheap” in a derogatory manner. May be you do. But that’s you.
  - Joemar
    
    Robele, im not talking about the word “cheap” im referring about that filipino is so sensitive and emotional and that is FACT. Actually i got Janet’s point.
http://475035832790540880.weebly.com Francene Stanley

I’d like to relate to everyone, if I could. I don’t understand your rant at all. I guess you’ve been badly treated at some stage and I’m sorry for that. When you find your own place in the world, you will be able to settle down. You’re my people. We should all treat each other with respect.
- http://www.byjanet.net Janet
  
  Yes, I’m sure there’s levels of pain acting out here. Probably lifelong inadequacy. We are all one in the end yet as humans, are often as divided as the 1,700+ Philippine islands. I especially got a sense of that here. No one is perfect.
http://HalePringle.com Hale Pringle

Hi Janet,

Sound like Attraction Marketing to me. If you can attract “your peeps” to you, they are worth 100 times those that you go and chase down.

Hang in there!
Dr. Hale
- http://www.byjanet.net Janet
  
  Thanks Dr. Hale. After such a vulnerable post, I could use some words of encouragement. I am very much a fan of ‘law of attraction’ and manifestation… but hadn’t heard of it as “attraction marketing” term before.
http://www.lucidmusing.com eyenie

I LOVE this message–work with your people! No holds barred, no apologies! It ain’t a color, race, or other complicated thang…it’s just about connecting with the people who really resonate with what you do so that you can help them in the most profound and effective way possible. And, there are cheap-ass people in every country of every race, color, religion. I totally get that it’s not about that! Here’s to you connecting with your ideal clients in a major way, and BLOWIN’ UP, yo! YAY!!! Thank you for this
http://www.businessautonomy.com Shola

I like the fact that you are willing to confidently dexline clients that don’t fir your profile which is something not too many people do. I definitely prefer to work with someone who has a predefined criteria as opposed to someone who will work th anyone because it reassures me that the best job will get done and we’ll more than likely get along.

Spot on!
- http://byjanet.net/purple Janet
  
  I’m currently doing a business mentorship program and the first week is all about ideal client avatar. I learned and relearned that working with less than your ideal client will keep you in an energy draining cycle. Hard to grow your business in that state.

Work With Your People and Reject the Rest

My right people?

How to Find Your Peeps

Janet Brent

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