There are 3 types of prospects (potential clients)…

Bad Client - argues about IRS tax code, pushes back on best practices, acts like a jerk, doesn’t see your value

Non-Ideal Client - personality fit seems “off”, wants to negotiate your proposed price (even when you’ve given multiple options), client SOPs don’t fit perfectly into your SOPs

Ideal Client - client has clear excitement to work with your firm, open to taking your suggestions, will find it in their budget to make one of your prices work

How to react to each prospect…

Bad Client - for some reason, these people will still pursue working with you. Remember, you don’t need to work with everyone. Even if you’re just starting your firm. A simple “unfortunately, I don’t think my firm can support your company’s needs at this time” will suffice.

Non-Ideal Client - sometimes you can only see that these clients are non-ideal in retrospect. That’s okay. Give your self some grace. Once you realize this and have ideal clients (and a solid cashflow), it’s okay to kindly part ways. “After much consideration, we’ve made the tough decision to no longer support companies in your industry / of your size / xyz”

Ideal Clients - respond with the same level of excitement (if you are, in fact, excited to work with them). Move quickly towards signing the service agreement and scheduling onboarding, but be flexible on timing if the prospect needs it. Treat them like you would a good friend.

Cheers!

Erica

Behind-the-scenes in my business this week:

I’m at Intuit Connect in Las Vegas this week, so I actually scheduled this email last week :)

I do have exciting plans at Connect though…hoping to visit and demo with all the forecasting / reporting software companies that are in the exhibit hall (Jirav, Reach Reporting, Fathom, Liveflow, Syft, Spotlight Reporting). I’m curious to see them all side-by-side. Like SaaS speed dating!