This post is inspired by my recent conversation with David Simone, whose facebook group of thousands ONLY accepts about 15% of those who request to join.
I remember the days when I would take on ANY client that could write a check. In fact, in year one of my self-bossing career, I distinctly remember a client asking if I “knew” Microsoft Access. Well, I knew OF the program and I also KNEW that I had it on my computer. My response was three- fold: First, I said, “Yes.” Then, I went to the local book store and bought “Microsoft Access for Dummies.” Finally, I really got to know the program. By the time my client arrived, I was well versed in the program and ready to serve.
That “Say YES first” strategy worked for me in those early days. It worked because I was willing to trade dollars for hours and because I’m a quick study and because my goal was singular: Make enough to pay my bills.
Today, however, that same strategy would work against me. It would spread me too thin. It would keep me overly dependent on my clients. It would cut me off at the knees in terms of LEVERAGING my expertise for more than just “break even” money.
IF YOU FEEL like you’re not getting ahead… IF YOU feel like you’re constantly looking for the next client and wondering where they’re going to come from… IF YOU feel like you’re still having to say YES to every client (regardless of how they treat you, regardless of their irrational, PIA demands, regardless of their late payments, regardless of how little you enjoy the work)… IF YOU feel like you’re working too hard for too little, it’s possible you need to be more choosey about your clients.
In the past several years, I’ve become pickier and pickier about who I take on as clients… even who I invite into my Membership. Why? BECAUSE IT IS IMPORTANT TO NICHE… It is important to only serve those you can serve well…
I dare say it’s important to only serve those you can serve better than ANYONE else.
I’ve turned down those who are “big names” in my own industry as clients. Why? Because when they approached me to work with them, it became apparent that we were all in same spot… the same place. I had NOT YET mastered what they wanted me to consult with them on. Honesty. Integrity. I’ve turned down potential clients who were PIAs. (Pains in the butt!) I’ve turned down potential clients who were in businesses or industries that I don’t know well enough to serve them better than anyone else… These potential clients were all turned down when they had a proverbial check in hand… made out to me. Honesty. Integrity.
For my Bible believing clients out there, I use the following Bible verse to guide / justify / direct which clients I turn down. There are FAR TOO MANY charlatans cluttering the expert industry. Novices parading as experts. Second-hand book reports being offered as someone’s direct experience. Those working full time jobs confidently consulting on business matters. I refuse to be one of them. As the Bible says, “When the blind lead the blind, they will both fall into a pit.”
I recently took on a brand new private client. Something I hadn’t planned on doing. My husband asked me about my decision… because he knew it wasn’t a “money” thing. I was able to say — honestly — that this was a client I was excited to take on WAY BEYOND the money… excited to partner with…. excited to help…. a project I was beyond excited to dig into.
What if YOU only worked with those you had THAT sort of excitement about? Could you charge higher fees? Work with fewer clients for more income? Get stellar testimonials, impressive case studies and compelling testimonials?
If you feel STUCK in a business that is working you too hard for too little, consider being pickier about who you work with!
