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I was very eager for new business when I first started out to the point of accepting every Dick and Jane that came my way into my client portfolio. I figured the only way I would be successful was to keep busy so I poured myself into turning every new prospect into a new retaining client. No sooner had I done this than realized I was totally in over my head. A couple clients were great but 75% of them were emotionally draining me and costing me more in psychiatric bills of my own to deal with them than the price they were paying me. Just kidding but you get my drift!
Properly screening your clients first before investing your time and talent into them will pay off for your business (and emotional well-being) in the end. If your gut says no to a prospective client for reasons which may be unknown to you at the time, go with your gut! Trust that inner voice. Client screening questions you should consider: 1. Is this the type of project you enjoy doing? If they want 25 hours of database entry and you detest that type of work, do you really want to put yourself through that? 2. Does this person seem easy to get along with? How did they act on the phone? Were they pleasant or depressive? Did they interrupt you or did they listen to you? Did they appear dictative or were they curious and ask you lots of questions? Look for these types of things and others during your intial meeting since this will help you decide what type of client they may be. 3. Are the services they require worth the hourly rate you are giving them? ie) If you offer administrative retainer rates at $30 per hour but they want some website maintenance services thrown in at this rate, do you really want to go there knowing that most charge double that for the same services? 4. Do you really have enough time this month for this new client? Check your schedule twice to make sure there is room since there is nothing worse than overbooking your month. Don't forget that hockey tournament your son has at the end of the month which means planning your personal things into your schedule as well since they will affect your business schedule. By being clear to yourself on what type of clients you want you will attract that type of client. Plus you will do your best work if you are happy with what you are doing and who you are working for. People of like minds tend to stick together and before you know it, your current clients will refer other prospects to you of like-mind giving you a full client base of people and services you love working for! |
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