CULLING UNPROFITABLE CLIENTS
If you’re like most service based entrepreneurs and small business owners I know you’d rather be doing something you enjoy, the reason you went into business in the first place, than to be filling the sales funnel and spreading the word.
But in order to be in a better place next year than you are today you know you need to get out of your comfort zone and work on growing your business.
Try looking at the business through your customers’ eyes.
Because when you’re in charge of the day-to-day operations it can be so easy to focus on your needs and how your business can best serve you.
Sometimes all the experience and talent in the world is not enough to keep your customers from wandering off to your competitors.
If this is happening to you then maybe it’s time to take a long, hard look at yourself and your processes.
Remember that customers want great experiences, so see if you can work on delivering something memorable.
Make yourself emotionally attractive
Perhaps your work doesn’t bring you the fulfilment and the joy it once did because dealing with difficult clients leaves you feeling weary and careworn at the end of the working day?
Is it possible it’s beginning to show in your attitude?
In order to produce positive emotions in other people you need to be happy, feel good, and be personable in your dealings with them.
Perhaps you need to work on becoming more emotionally attractive?
People tend to remember how you made them feel rather than what you did for them.
If you are generous in your attitude towards your customers you’ll find they will respond favourably by becoming loyal to you and by marketing your business to their circle of influence, without you even asking.
You know that certain attitudes or outcomes lead to or create more of the same attitudes or outcomes, so practice a little give-and-take with your customers.
Attract your ideal customers
If you desire to work with people you like and who treat you with respect, you need to attract clients who energize and inspire you, people who value your effort and expertise and who are willing to pay you what you are worth.
When you work with clients you love you will truly enjoy the work you are doing.
You will be happier, more energetic and more productive.
This will drive you to produce even better results and, in the process, attract better quality clients into your business.
The truth is you are the company you keep.
It is important to choose your clients with as much care as you choose your friends.
Get rid of negative people
I enjoy helping my clients prune their current list of less than ideal customers that leave them feeling empty and drained or frustrated.
You owe it to yourself to do the same.
It’s true that you’re never going to be able to please everyone.
At the same time you don’t want to make your life more difficult than it needs to be by dealing with clients who possess characteristics or behaviours you despise.
Set up a filtering system
Decide what filters you want to run your perfect clients through.
The economic status of a client is certainly a factor to consider, but there are many others.
What are their values?
With whom do they associate?
Make a list of their personal characteristics.
Also, what particular traits do they have in common with each other.
This will help you identify with whom you will and will not work with in the future.
In time it will help you to become recognised and sought out as a specialist in your field because you are producing specific results for a specific group of people.
And the more specialised you become, the more successful you will become.