There are three distinct milestones in my “business journey” that I’ll never forget. One was being able to pay my bills, based on money I earned “on my own.” Another was hitting the “six figure” mark. But, somewhere in between was one that very few people talk about: being able to turn away clients that I — frankly — didn’t want to work with.
This is an important one, too… because the more control and autonomy you have in your business, the more financially secure your business will be. The more “choosey” you can be regarding who you serve, the better clients you’ll attract, the more impressive (and true) your success stories will become, and the more consistent your referral pipeline will be. This means less time serving un-ideal prospects, less stress “chasing clients,” less headache collecting payment, less stress trying to FORCE a fit. Less of what you don’t want… and more of what you do.
**Quick note: Some of my savviest
clients have asked me — BEFORE our
work together began — if I ever turned AWAY
clients. They wanted (needed) to know that
I didn’t / wouldn’t work with “just anyone.”
I’m guessing that some of your BEST
potential clients may appreciate
knowing the same.
Let’s face it. I’m certainly NOT the “coach-sultant” for everyone! =) How’s that for an understatement? Over the years, though, I’ve been able to identify two “deal killers” that cause me to immediately withdraw from a potential client, simply because — when I hear them — I know that they’re not ready to take on the responsibility and accountability that success will require of them. The RESULTS of that success — oh, sure… they’re so ready for that they can taste it.
The deposits.
The cash.
The accolades.
But, what would be required OF THEM to achieve that success…. Not even close.
Here are my “deal killers,” both of which are found in the words potential clients use in our conversations:
1) The first is when they announce that they’re gonna “Wait and see.“
2) “If / then” statements are the second. “If this happens, then I’ll definitely….. blah, blah, blah.”
When I hear EITHER of these, I immediately end the discussion regarding our potential work together. Immediately. When I hear BOTH — in one conversation — you can find me running in the other direction! Why?
Both of these common phrases are used to push responsibility for business success outside of themselves.
I don’t work with people who actively plan to “wait” something out. And I certainly don’t work with people who deal in “IFs” rather than “WHENs.” “Wait & See” and “If / then statements” are indicators that they haven’t figured out this fundamental truth about their own success:
No one is coming. It’s up to you.
I can’t thank Steve Chandler enough for sharing these eight words with me years ago. They were game changers. No one is coming. It was up to me. It was my business. AND, I would either make it profitable or I would contribute to its lack of profit. Either way, I was fully responsible for my results. My results weren’t to be left up to the season, the economy, timing, or finding the right staff. My success and financial results were up to me.
Period. No excuses. And no exceptions.
This is SO paramount to success in ANY endeavor that I can’t adequately serve a business owner who hasn’t embraced this ONE issue of “It’s up to me!” The deal killers listed above very accurately identify clients who fall into this category.
Note, these unideal clients for me may be AMAZING clients for a more general life coach who has more tolerance and patience for such things. But, for me — when my focus is on your bottom line — well, it’s just an ugly fit.
So, I’ll say, “Hey. Let’s go ahead and take this option of you and I working together off the table.” And then, I’ll ease out of the discussion, and when appropriate — offer to refer them to someone else.
Everyone’s “deal killers” are different, and I’m not suggesting you adopt mine. BUT, please note: there’s value in having some of these boundaries in place in your business. I’m a firm believer that when you say NO to one prospect, it makes room for a far better client to come your way. Nature — still, even in 2013 — abhors a vacuum. =)
So, what are YOUR deal killers? When do you KNOW a client’s not right for you? Is it something they say? Something they DO? Or maybe just something you FEEL?
And, more importantly, are you willing to turn them away?
