Month: September 2020

Why would I ever sack a client?

Why would I sack a client ? That is a common question I get from businesses I work with when I raise this and a process is detailed in a recent blog what is your client selection process https://thesalesstrategist.com.au/client-selection/

And the philosophy is the same.

Sometimes you need to remove or sack employees who are not a good fit for your business, who wont operate within the framework you have set, are difficult or are culturally destructive.

Clients can be the same.

And this is why you should always be ready to sack a client.

When you choose any client your basic premise is “I wont do it for you, but I will do it with you”

This means we are in it together and no-one will work harder on your business than you.

But I will work as hard as you.

If you have set the framework from the start the client knows exactly what to expect so there should be no reason to sack a client.

However if they constantly miss deadlines, don’t do what they say they are going to do, fall outside the framework you have set then they are already saying to you “I am not as invested in this deal as you are”

They then get a verbal warning

“Hey look, we agreed on a strategy and a timeline and you are not living up to what you said you would do. I am considering terminating our agreement is there any reason we should continue to be working together?

Ninety percent of the time this assuredness and certainty will get the client back on track and, just like when you warn an employee they get the message.

Your business, your rules.

The client is thinking “You don’t need me, but I need you”

“I need you to solve my problem or pain and if I now don’t do what I have agreed to I will no longer have access to this expertise”

And that is why you would  sack a client

What is your client selection process?

Most businesses I work with have no client selection process.

It is normally, oh you want what we have, you then negotiate a price, and the buyer becomes a client.

Let me ask you this, when you employ a new team member do you have a selection process, a series of interviews and questions? do you have a probation period after which time you can both go your separate ways without reprisal?

Of course.

So why dont you have a client selection process?

If you have been in business for a while you will have had those bad clients, the ones that didn’t fit and you knew it right at the start. You signed them up anyway, why? Because they had money.

And then the client started being difficult.

Then you realise a bad client can be equally as destructive to your business and its culture as a bad team member.

In sales the simple premise is this.

• I am the prize

• I choose who I work with

• I decide

Not you, I don’t need you Mr client you need me.

And for me to even consider working with you, before I contemplate solving your pain or problem as only I can, we have a client selection process.

(you don’t actually say this, but this is your mindset)

Now you allow the potential client to see your framework, under what conditions you choose to work with them, why?

Because it is successful, because you are an expert and to solve your problem this is the way I operate and if it does not suit you, that’s ok, good luck.

You are the prize

The client now knows they are in a process, working with a professional and you have created certainty in the clients mind they are in the right place.

If you do not have one, start developing a client selection process.

For information of why you should sack a client , check this out https://thesalesstrategist.com.au/why-would-i-ever-sack-a-client/