Attracting Dream Clients

This is not another “how to attract more clients” article.  This is about what it takes to get the good ones and purge the not-so-good ones.      

When you are first starting out in your new venture it feels strange and unwise to turn down business.  Have you ever thought or heard yourself say, “She already seems difficult to work with but I really need the money.”  “John referred him to me so I had better just stick with it.”  “I am new at this, who am I to turn down business?”

Let’s take the emotion out of this equation for a minute.  In most cases, the responsibility for your client’s success is up to them.  Whether you are coaching, collaborating or marketing for them, they have to contribute to the process.  If you promise, or they imply otherwise, you are walking into quicksand.  That is not to say you shouldn’t be seen as a part of the solution, but you are not the end all for their positive results. 

“If it is to be it is up to me.” – William H. Johnsen

There it is: 10 words, only two letters each.  I love this quote because it so simply reaffirms my point. 

Be very clear with your clients.  Here’s my role and here’s your role.  In my role as a coach and mentor to my clients I guide and supplement the skills that they are struggling with.  The execution and the action are still up to them. 

Warning signs that you should purge a client:

1.       They ask, “What results can you guarantee me?”

2.       They admit, “My last four editors/marketing person/coach just didn’t get it.”

3.       Their correspondence is unpleasant (hostile, rude, short, etc.)

4.       They demand a response within an unreasonable amount of time or after hours or on the weekend. 

Look at that list again.  Does any of it sound familiar?  When it happened to you did you justify or excuse it?

Or it may be a more subtle issue of inaction.  For instance, a colleague shared this story with me.  She had a financially challenged client with a lot of ideas.  He narrowed down his focus to one particular concept that really resonated with him and that he knew he could execute.  Well, the client never followed through with his planned actions and he even canceled coaching calls because he had not accomplished anything since the last call.   My colleague could not be the solution without participation from the client and she had to keep the ownership for the success or failure where it belonged – not on her own shoulders.

Just because you are offering a service does not mean you should take on just anyone as a client.  Reserve the right to cancel client agreements, subscribers or participants.  I remember hearing Dr. Wayne Dyer say he only attracts loving and peaceful people into his life.  In my book, Viral Explosions, I describe how I use a daily affirmation to bring me more of what I desire. “I only attract loving, peaceful, kind, appreciative, and honest people into my life and into my business.” 

I learned that lesson years ago after having a couple of very difficult ones.  The longer you stick with them, the more you doubt yourself and the stronger is the message you send out to the Universe that you will accept certain behaviors.    For instance, if I have a client who sends a nasty message I will respond by saying, “I don’t know if this was your intention or not but your tone or how I am interpreting it is …”  By doing this you are letting them know you won’t tolerate it.   

I even pre-framed a new program by saying that we will not accept any BMWs into the class.  No Bitchers, Moaners or Whiners allowed!  If you don’t want them, don’t invite them in.  If they get in, open the door and let them out.  If the red, or even yellow, flags start to appear early on in a client relationship or business collaboration, you have to deal with it right away. 

What do YOU do to set up a positive client relationship from the beginning?  What are some of your boundaries in business?  Please share them in the comments section below.

Comments

on August 7, 2010, 12:28 pm

MC Lessard said:

Bang on Peggy! I have such a client at the moment and you have given me that last nudge I needed to move from being passively patient to kindly assertive. Thanks! MC (we met in Ottawa at your last bk launch – full of good stuff – wink)