We love people. We love helping people achieve their goals. You probably do as well. As a business owner / entrepreneur / sales professional – this is key to your happiness, success and the success of those around you.
Choosing who to help and who to walk away from (client selection) is important for your profitability. This goes against your soul sometimes, because there are plenty of people that NEED your help, and only some can afford you, and even more important, some of the ones that can afford you may not be good clients. If you are interested in what makes a good client for us, this is an excerpt from our quote in Forbes Magazine. (Yeah we know, we couldn’t believe we got quoted in Forbes either. Here’s proof).
So what do you do when you get that feeling? You know the one, where you are heading to a meeting or putting something on your schedule that in your blood sounds like a meeting with a Time Vampire.
1) Every dud knows a stud. If you are in a meeting and you determine that there is no business for you, remember to be polite, offer some general advice and maintain a good rapport with that person. They may be connected to a potential project that would be perfect for you and you need to maintain your professionalism.
2) Set good expectations on “paid time.” We had a customer recently that wanted to meet our ‘team lead’ on their particular project and brainstorm about their upcoming digital marketing plan. This would have been the third meeting (1 face to face, 2 on the phone and multiple emails) and I suggested that we all meet to brainstorm about their digital marketing plan after they paid a deposit. “We need to hold off then Jason, we’re moving some things around”. (WIN).
3) Manage meeting times. I typically start with “I’ve got a hard stop at X” – this is more for me than for you, because I love people and will spend all day with you at the detriment of my business if I’m not careful (which isn’t fair to my team, family or other customers).
4) What’s in it for them? Think of a meeting as an opportunity to help someone and not ONLY to ‘get new business’. If you are truly adding value to others, the money will come. End every meeting with ‘what else can I do for you’.
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