Is the Client Right for You?

Here’s the thing

As a professional services provider you have to be able to walk away from a prospect if the situation is not right for you.

In this market. Are you crazy?

I assure you, I’m not. The reason you need to be selective in your choice of clients is because what you do for a living takes a LOT of energy. Clients either increase or drain your energy.

A client who is not right for you can deplete your energy in all aspects of your business. You can end up spending much more time than you planned putting out fires that keep cropping up. You may start to doubt yourself or the value of your services. This can lead to action paralysis which, for the business owner, is akin to getting the plague.

Great clients are a source of continued energy. This is the sweet spot that will keep you in business for a long time.

How to know if the client is right for you

  1. You share the same values
  2. They demonstrate integrity during the prospecting phase
  3. They are transparent about what they want to achieve
  4. They want and need what you are offering
  5. They have money to pay for your services
  6. They are emotionally mature

Trust your gut

Some people have a built-in radar that guides them, letting them know when to steer away from something or someone. If you weren’t born with this kind of internal navigation system, you can develop it. Just pay attention to the clues you are receiving and learn to identify when you are experiencing stars-in-your-eyes syndrome. That’s when the opportunity looks so good you’ll do almost anything to get it.

Trust your gut and protect your energy. You will end up with a much happier situation for yourself and a much more satisfied client.

Stop Selling

Most people in professional services don’t like selling.

Perhaps this is you.  You love working with clients but feel inauthentic trying to persuade someone to hire you.  What’s the answer?  Stop trying to sell.  What to do instead?  Have a conversation.

Try this the next time you meet with a prospect:  Ask where they are now and where they want to get to.  Then ask what’s kept them from getting where they want to go.  Make sure to listen carefully and replay what you’ve heard (clarifies and builds trust).

If you can help them, say so.  Explain your services.  Allow them some time to absorb what you’ve told them.

Let them ask questions.  Answer as if you were already working together.  Speak in terms of benefits and solutions.

If you’ve made a strong connection you may never have to ask for ‘the order’.  The prospect may ask, “How do we get started?” or “What are the next steps?” If they don’t, simply ask if they are interested in working together and, if so, which of your services (or programs) they would like.

Note to consultants who deliver via engagements:  Ask if you could present them with a  Consultants Statement of Work (the specifics of what you will deliver, how, and much more).  If they agree, tell them when you will have it prepared (24-48 hours, for example) and set up a time to meet again so that you can walk them through it with the intention to leave that meeting with a signed agreement!

Disarming Negative Feedback

Everyone gets negative feedback from time to time.  Here is a simple and powerful way to handle it.

When someone gives you negative feedback simply say:  “I hear you.  Please tell me more.”

This gives you a way to diffuse the situation.  Since most people react defensively to negativity, the person offering it up is usually prepared for push back.  If you deny them that response they are taken off-guard.

Also, being open to hearing someone’s feedback has many advantages.  You may learn something that is helpful to you.  And  when you are not defensive you are in a calm state and can respond to negativity without emotion.  This is the best way to turn a negative experience into a positive one.

 

Solution Thinking

Professional services providers can get caught up in talking about problems.

What your prospects want to hear, what they are pining for, is your solution.

Your prospect must envision the benefits of your solutions.

Listen carefully.  Ask open-ended questions.  Playback what you’ve heard.  Discuss the solutions to their problems.

Problem – solution – benefits.

That’s how to sell professional services in a nut shell.

Ruth’s Rules for Success

Earlier this week I spoke with a group of graduating seniors at Johnson and Wales University in Providence, Rhode Island.  It was an open discussion over a sumptuous lunch in the school’s culinary museum.

The topic was my book:  From Hired to Happy.

This was a remarkable group of students.  They were all highly focused on their careers in areas including event and sports management, food science and culinary arts.

In preparation for the meeting I developed some talking points, which resulted in the following:

Ruth’s Rules (or Recommendations…) for Success:

1- Responsibility trumps everything else.  Be willing to take full responsibility for your life.  No excuses.

2- Rule your Revenues.  Get comfortable living just a bit below your means.  Get comfortable with money.

3- Rule your Relationships.  Choose carefully with whom you spend your time.  We are all highly influenced by others.  Choose those that will help you become the best you can be.

4- Rule your Mind.  Learn to:  1) become aware of what you are feeling, 2) know what you are thinking (which causes the emotion) and 3) choose a different thought that will give you a better emotional response.  Make the different thought real – something your mind will believe.

5- Read.  Become a life-long learner.  It’s a key to happiness and success.

6- Request. Learn to ask for what you want and need.  FIRST give.  Then ask.

7- Relax! Learn to breathe from your belly.  Do this when you get stressed.  It sends oxygen to your brain and calms you down quickly.