Not All Clients Are Created Equal Raising the Barr Weekly Memo: Issue No. 28

This week’s reflection point: I just got off the phone with a wonderful client of mine after discussing their projects and future business needs. It is so great to work with outstanding clients in synergistic relationships where I am able to contribute to their success and they to mine.

Pausing to think about one of my earlier clients, I remembered that it took months to actually acquire them as a client and after becoming a client the experience of working with them was often adversarial. Hindsight, being 20/20, knowing what I know now, I would never have accepted them as a client.

Don’t fall into the trap of believing that it is only your prospective client who is evaluating you. It is just as critical for you to evaluate them. It’s not only okay for mutual evaluation it is a must.

I am sure we have all experienced great client relationships but unfortunately I am sure we have also experienced those other challenging, unfulfilling relationships. Those are the ones that drain your time, energy and other resources.

The main objective is to not just acquire the client, but to build a rewarding and trusting relationship. Consequently, it is not the quantity of clients you have but their quality because those are the ones that enrich your business and your life.

This week’s tip: Ask yourself: If their behavioral style is raising warning signs now, imagine what it may be like once they become a client. Is this the kind of client you would want to do business with?

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