I really love my clients. Right now I have the best group of Financial Advisors who are really committed to growing their practice and getting results. Most of my clients are women with a few men sprinkled in and they ALL appreciate my unique and personal approach to helping them succeed but this hasn’t always been the case.
Just as with a financial advisor we all have our ideal clients, those that we love to work with, who are receptive to our ideas and we look forward to speaking to. When you are working with your ideal client it really becomes a win/win, they get the best of you, making recommendations for them knowing you really care about them and you get the satisfaction of knowing they really appreciate what you are doing for them. Feeling appreciated is HUGE.
So why isn’t it always like this? Because it’s hard to turn down revenues. I mean really when you get someone on the phone that you really don’t connect with but then they say OK let’s do business it’s hard to turn them down (we have all been there). I have to admit there are times when I have had a client that I really didn’t want to connect with. If they were on my calendar for that day it seemed to put a damper on ALL my calls. I just didn’t look forward to the day of coaching all because of one client. You don’t realize how much all this negative energy impedes your ability to grow your practice.
So what would happen if you turned them away? What would you really lose? Yes, you would deny yourself some immediate revenues but that’s about it and while you are enjoying these new revenues you will become less effective at what you do allowing negative thoughts and feelings to invade your practice. This doesn’t happen right away and you may not even notice it until one day you look at your schedule and realize “Boy do I wish this client would quit”. Now it’s even MORE difficult to let them go.
Just the other day I had a former client want to sign back up, my immediate thought was ‘Ughh, I do not look forward to working with him’, he was a challenge before and I knew he would be again. I shared this with my husband and he said “But Adri it’s business, how can you turn down business?” On the one hand I knew I did not want to and should not work with this client but on the other hand I kept hearing my husband’s voice. So instead of just accepting this client back into my practice I challenged this client to identify what they want to accomplish. Call it divine intervention but this client emailed back and said they had decided to go another direction, whew! Not exactly direct but I got the results I was looking for and as a result I’m loving my business EVERY day of the week.
Next time you meet with a prospect that you really don’t connect with instead of asking yourself what would you lose perhaps the real question should be what would you gain?