When you work with clients who don’t get the value you provide and don’t appreciate your work, you create your own detraction engine. A band of miffed clients who’ll tell everyone they know how bad your business is.

So, let’s start here.

We’ve all worked with a Detractor. What does yours look like? When you think of those clients who thought they owned you and your time, were constantly asking for more than you agreed, you could never make happy, you hated working with…what were their common traits?

ON THE OPPOSITE SIDE OF THE RING: THE ENERGIZER

These, my friends, are your ideal fit customers. The kind that make you giddy, you smile at the thought of them, they bring out your best work.

What? Love what you do and produce your best work, you say? Yep. They are the pot of gold in your business rainbow.

Just as you did with your Detractors, think about the common traits of your business’s Energizers.

AVOIDING THE DETRACTOR BEFORE THEY BECOME YOUR CLIENT

As I mentioned, I’m a stickler for finding the right-fit clients. In my Anti-Hustle business, I only take on 2-4 clients any given year, so I want to make sure I pick well.

What’s my secret?

I ask the right questions.

I’ve created a very carefully curated list of 5 qualifying questions that I ask any potential client to determine if they’re likely to be a detractor or an energizer.

Your task: If you were to ask a potential prospect 3-5 questions to qualify whether they’re an energizer or detractor, what would they be?

Here are some thought starters to help you create your questions:

1. One of my questions is “Who would I, as your consultant, be working with on your end to do (insert the project or goal here)?” I know I work best with businesses where I deal directly with the big cheese. So, if they want to pair me with a Marketing Co-ordinator I know it’s not the business for me. Maybe one of your questions would be centred around who you’ll be working with.

2. Does your prospect need to have a certain budget?Building a question around budget can not only tell you whether your prospect can afford you. It can also give you a window into whether they’ve even created a budget in the first place.

3.Is there a certain business culture that works best for you? Maybe you work best with buttoned-up types or maybe you prefer working with creative-types. Asking about the culture can help you understand what they might be like working with.

4.Are there certain expectations that you work well with or don’t work well with? For example, if you’re a Mom and you need to turn off your business in the evenings and weekends. And if you need someone understanding that sometimes kids get sick and they’re your priority. Find a question that’ll help you understand what the prospect’s views are on your accessibility.

5.What is their experience working with someone like you? Perhaps many of the detractors on your list had never worked with someone like you before so they’re expectations were totally out of whack. If that’s the case, ask this outright as one of your questions: “Have you worked with a (insert your job) before?”

6.Do they have certain common goals / dreams? When you look at your energizers do they have similar business objectives? If so, seek out other prospects who share these.

Until later..... 

krissy:)