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Do you think you can do business
with everyone? Do you believe
that anyone is a good client for
you? Okay, hang on! I submit you
only want to do business with the
right people.
You don’t want to
chase bad money
.
So many times we think we
should take whatever business
comes along. At the same time,
we convince ourselves that
anyone is a good prospect. And
then it happens. We land a client
and they turn out to be awful!
They take up our time. They
complain and nitpick. They are
never satisfied. And let’s face it,
they’ll never refer us.
Wedothisfortworeasons.
First,
we think we need the revenue.
Second, we really believe we
have a solution for everyone. I’d
like to challenge that thinking
and offer an alternative.
The best way for you to grow
your business is to acquire
the best clients. Those are the
people or companies where
you can provide a solution, that
value what you do, cooperate,
and pay well. They want you
to partner with them to help
them in their world or business.
They don’t dicker on price, but
rather, appreciate what they are
receiving in exchange for the
investment.
So, how do you ensure you are
bringing in good money?
1. Pay Attention
All prospects send signals
about how they will be
to work with. Bad money
comes from the ones who
think you charge too much,
who won’t make a decision,
and who try to tell you what
you should do for them. If
you are paying attention
you will see those signs
and learn who NOT to do
business with.
2. Walk Away
Now that you are paying
attention, walk away. Yep,
that’s right. Walk away from
revenue. You have to. It’s
the only way you can clear
a path for good revenue.
Believe me when I tell you
that the best way to grow
your business is to say no
to bad money prospects.
Don’t
settle for
bad money
clients
By Diane Helbig
SOAR TO SUCCESS
/
M
ay
2016
/
Business Acceleration Strategies