Premium doesn't chase

TL;DR

• If you go looking for clients, you’ll negotiate from below
• If clients come to you, you’ll negotiate from above
• The difference isn’t one of degree, it’s one of nature
• Your job isn’t to search, it’s to be found

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Years ago I organized electronic music events.

There were two types of artists:

1. Those who contacted me to perform
2. Those I sought out to hire

The difference wasn’t talent. The difference was negotiating power.

Those who came to me negotiated on my terms. Those I sought negotiated on theirs.

It’s that simple.

The pattern repeats everywhere

Situation	Who searches	Result
Vendor contacts me	Them to me	I’m in charge
I search for vendor	Me to them	They’re in charge
Company finds me on LinkedIn	Them to me	Good terms
I send CVs	Me to them	Negotiate from below
Client writes to me	Them to me	I can choose
I do cold outreach	Me to them	I beg

The one who searches is at a disadvantage. Always.

How I got my current job

I didn’t send CVs. I didn’t network. I didn’t go to any events.

I updated my LinkedIn. Optimized the profile to say what I know how to do.

A few days later, a company contacted me. Remote work, good conditions, zero micromanagement.

I didn’t look for them. They found me.

The trap of “you have to go out and look”

The typical advice is: “You have to network”, “You have to get out there”, “You have to sell”.

And yes, it works. But it works from below.

Every time you go looking:

• The client knows you need them
• You have to convince them you’re good
• You’ll negotiate price down
• You’ll accept conditions you don’t like

Every time they find you:

• The client already believes you’re good (that’s why they looked for you)
• You decide if you’re interested
• You’ll negotiate price in your favor
• You can reject without consequences

The real work

Your job isn’t to look for clients.

Your job is being visible so the right clients find you.

That means:

• Content that demonstrates what you know
• Presence where your ideal client searches
• A profile that clearly states what problem you solve
• Patience to let it work

It’s not fast. LinkedIn took months to position. SEO takes longer.

But when it works, it works on your terms.

Premium doesn’t chase

Not because they’re arrogant. Not because they don’t need money.

But because they understand that the dynamic of the relationship is established in the first contact.

If you start by chasing, you’ll always be chasing.

If you start by being found, you’ll always have options.

Build your presence. Make your value visible. Wait.

Premium doesn’t chase. Premium is found.

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