The Generosity Mindset by John Ray

Author:John Ray
Language: eng
Format: epub
Publisher: John Ray
Published: 2023-02-15T00:00:00+00:00

Great-Fit Clients

As with bad-fit clients, clients who are a great fit for you come in a variety of personalities and traits, depending on the nature of your business and your services discipline. For example, a professional organizer will have unique questions for their prospects in a value conversation, and be listening for different indicators, than will a business attorney.

That said, here are several traits and indicators of a great-fit client which generally apply across the board:

The Investor

Investors are business owners who understand the concept of return on investment and operate their business accordingly. They view their expenditures as investments that are meant to deliver a return, rather than sunk costs. The return they are looking for could be in the form of additional revenue or expense savings. The best investors also view intangible returns, such as time savings for themselves and their team, as having extremely high value. These clients are ideal because they will understand the need for a value conversation that allows them to identify the tangible and intangible value you can deliver (return) relative to your fee (their investment).

The Exasperated

An exasperated client is one who is tired of the status quo and is ready to get unstuck and go in a different direction. Their anxiety for a solution to their issues overwhelms whatever do-it-yourself or cheapskate tendencies they might have been affected by previously. You will get a sense of the level of exasperation by the speed with which they want to get to “what’s next?” Their level of exasperation may cause them to be impatient with the value conversation you are seeking to have with them. In such cases, you will need to explain that while you understand their desire for a solution, the questions you’re asking are necessary for you to craft high-value solutions for them.

The Decision Maker

Quite simply, this client is done with dawdling around hoping a problem will go away, attempting a solution on their own, or some other delay tactic. They are ready to make a decision, and often they are so ready they’ll tell you so. If they don’t tell you themselves, when you ask them what’s needed for them to make a decision to engage you, they will have a ready answer.

Friends and Family

These individuals are those among your friends and family who, unlike the friends and family who want special treatment, are those who are perfectly happy being treated just like any other client you have. They understand that they are helping you build a better business. They’re giving you a learning laboratory that will help you improve. They expect you to do the work, of course, but they’ll give you more latitude to correct mistakes and set things right if needed.

A word of warning: Don’t take advantage of their good-heartedness by giving them any less service than what you’d offer to any other client. Give them the same great value and service, if not something extra, that you’d give to any other client. After all, they’re helping you with more than just revenue.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.