Is This Client A Good Fit? How To Decide Whether Or Not To Take On A Client
You’ve spent time and energy figuring out how to find potential clients. You’ve researched different types of clientele so you understand customer needs and expectations. You’ve created a wonderful funnel and it’s working! Great! People are responding to your ads and booking calls with you. Now, though, you’re on the phone sweating bullets because you want to make sure you're right for the client. But hold on and take a moment. There’s something else to consider: Is this client right for you?
Whether you’re a freelancer or a coach or another type of service provider, there’s no doubt that it is exhilarating to have potential clients scheduling calls, but in order to make sure you're providing the best possible working relationship, making sure that the prospective client is a good fit for you is an essential tool.
How do you do that?
The first step is awareness. Be very clear about what you bring to the table and who you are looking to serve. Before you even speak to a potential client, it’s vital to understand who you are professionally and personally. Being armed with this crucial information can aid you once you start conversing with your prospective clients. Are you comfortable with counseling resistant clients? What deep pains can you help people with?
Another thing to consider before you even have that consultation is your perspective on the relationship you are potentially going to enter. Entrepreneur presented the idea of thinking of clients as partners instead of potential customers, and I think that is a great approach to frame the consultant-client relationship. What you are trying to figure out is whether the partnership will be advantageous for all parties.
Once you have a handle on your mindset, it’s time to talk to your prospective client. As you speak to them, get a feel for what's at the heart of their problem. Does it line up well with what you are looking to solve? Also be mindful of whether or not they are ready to receive help. Do they take accountability for their decisions? If you realize there are some disparities between your ideal client and the person you are speaking with, ask yourself if those gaps will give you an opportunity to grow. If you don’t think so, it’s okay to release that potential client because you aren’t a great fit for one another.
Always operate from a spirit of abundance.
If you've done adequate niche and target market research then you know that the clients you are seeking are out there, so don’t settle for a bad fit. Be empowered to let go if something isn't a good fit. Trust your abilities and your instincts. If a prospect is not a good fit, there’s no sense in forcing it.
Looking for information on how to manage client relationships once you find out that a client is a good fit? Check out Episode 98 of It Girl Radio where we talk about how to handle challenging clients