14 September 2020

What is your client selection process?

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/