AAARRRGGHHH!! Do you scream after working with a particular client? It is not the end of the world when you find yourself in a working relationship that is well, NOT working. I would really love to help you avoid (or get out of) a bad client situation. How can you do it?
Know what you HATE
To help me stay focused on only working with ideal clients (meaning those folks with whom I can do my BEST work and create the BEST possible results), I’ve developed a simple system that you too can model.
Prospects are not allowed into my door if they don’t meet certain criteria. This is in the best interest of my client. If they aren’t ideal for my work style and what I offer, they aren’t going to have a great experience in working with me and they won’t enable me to achieve my goals. That scenario, of course, doesn’t do either of us a bit of good. So, I’ve developed an Ideal Client Profile (ICP), which reminds me exactly what kind of clients I should be working with. The first step in developing this profile for yourself is to know what you hate. Perhaps “hate” is a strong word, but it’s just as important to know what won’t work in your business as it is to know what will.
There are several things that you must decide when creating your ICP. First, start with personality traits. What qualities do certain people possess that you do NOT want to allow into your business? What qualities absolutely make you want to scream?
For example, if you do not like to work with people who procrastinate or frequently miss deadlines, do not work with them. You may have an aversion to people who are not self-motivated. If so, avoid them at all cost. You won’t do your best work with them.
In addition to personality traits, there may be some industries that you are not necessarily attracted to. If you find the fitness industry absolutely boring and pointless, would you get excited about working with fitness professionals? You know the answer.
I think you get the picture, right? Make a list of the personality traits, behaviors and industries that turn you off. This will allow you to see clearly who IS a great fit for your business and where you should focus your marketing efforts.
Know what you LOVE
Now that we have all that negative energy out of the way, let’s pick up the pace and talk about the things that you LOVE! [Notice how that smile just came across your face :)] Take the same points we discussed earlier (personality traits and industry), and make a list.
Think about your favorite people in the world. These are the people that you would love to spend all of your time with. In a working relationship, you find it hard to believe that you get paid to serve such wonderful folks.
What qualities and personality traits do they possess? Are they happy, outgoing, generous or self-starters? What do they do in their spare time? How long have they been looking for the solutions that you provide? If your clients have their own business, you certainly want to make sure that you choose clients who work in an industry that you can get excited about.
I really enjoy working with clients who are in the personal wellness industry. So, when I’m helping them to grow their business, it makes me feel really good. Nowadays, I never cringe when it is time to speak with my clients. They all fit my ICP. Make sure your clients bring you the same fulfillment.
Listing all of these excelling qualities and traits will help you as you search for ideal clients. The importance of creating this Ideal Client Profile cannot be over-stressed. If you would like help with creating your ICP, I invite you to click this link and review my Profit Breakthrough Application. (If you need additional help, fill out the application and we can discuss it over the phone).
This application allows me to learn a lot about my prospective clients. It is also a deterrent to those who do not fit my ICP. My ideal client appreciates the application process. Please feel free to model my application and create one that fits your business.
I know that you want to avoid working with clients that make you SCREAM!! I encourage you to create a process for eliminating the problem before it starts. Integrating an Ideal Client Profile into your prospecting process will prove to be a time saver while allowing you to fill your practice with clients that you absolutely LOVE. This will lead to better experience for your clients, a faster, easier path to achieving their goals, more profits and more referrals for you. What could be better than that?
What can you tell me about your ideal client? Share your thoughts by posting a comment below.
Your Action Plan For This Week:
- Create your Ideal Client Profile by listing qualities and personality traits that you both hate and love.
- Review my Profit Breakthrough Application and tailor it to fit your business.
- Accept further assistance by clicking HERE.
We may not be aware of a client’s negative personality traits until after we start working with them. How would you suggest we deal with a bad client after they have already enrolled, paid and started their program?
This is a GREAT question Donna! First off, focus on delivering what you promised. Even if you find that a client is challenging to work with, it’s important to honor the investment they’ve made in themselves and in you. Also, be open about the challenges. Don’t ignore the elephant in the room! Have a conversation and express that this project is turning out to be more challenging than expected and why. Let them know what you’re proposing to do to resolve that and ask for their support. Don’t forget that they want a positive outcome just like you do. Most importantly, appreciate the lessons learned from the experience. Did you ignore any red flags? What could you have done to minimize the challenges that arose? Being honest about this will help to avoid this situation happening again in the future. Thoughts?
This is an awesome post! I never thought of it as I’m doing the best for them by turning them down.
I have friends that I would love to work with, but their work style is so different than my own that I’ve held back, because I value our friendship. Thanks for putting it into perspective for me.
Kimberly
Thanks for the note Kimberly! I just had a conversation with a client about this yesterday and she finally “got it”. In directing a prospect to a resource better positioned to serve their needs you ARE serving them, in the best way you can. Keep in mind too, that this doesn’t have to end the relationship. I have stayed in touch with folks that I’ve turned down and in some cases they have even referred me to others who were an ideal client. You never know what might happen! So keep the emotion out of it and really stand for what the individual needs. Doing so creates a win-win situation for you both. 🙂
Having an ICP sounds like a brilliant idea! It will make sure that I will be working in harmony with my client; after all, that rapport is very important.
It’s true Marian! It’s such a simple concept but will make a HUGE difference in your marketing. You’ll find that you’re more clear, more focused and can take action easier when you focus on the people you do your best work with you. When you think of YOUR ideal client, what thoughts come to mind first?