Hire Your Clients – and Fire Them When Needed

In the service-based business world, it’s essential to choose your clients as carefully as they choose you. A business relationship is a two-way street. Without being discerning, you may find yourself connected to people who drain you or, worse, undermine the joy you anticipated in your business. Remember, your time and energy are valuable assets, and the right clients will respect and appreciate that.

The Power of Choice

Many people think I’m crazy when I say this! Their mindset is focused on ‘getting clients’ rather than building a sustainable business with a clientele that supports long-term success. Your business reputation is tied to how well your clients do with your services, the results they receive, and the experience they have with you. It is much easier and more enjoyable to provide excellent service and results to people you actually enjoy being around.

You should give as much thought to the clients you take on as you do when hiring an employee or collaborating with a strategic partner. It is just as important.

Here are quick and easy rules of thumb to follow:

Work with People Who Want You to Succeed

Only work with clients who want you to succeed and profit. Those who don’t value your worth are often the most demanding and unreasonable in their expectations. Plus, who wants to be around people who don’t want others to succeed? Not me!

For example, imagine you’re a marketing consultant. You have two potential clients: Client A understands your pricing and values your expertise, while Client B constantly haggles over fees and doesn’t appreciate your strategies. Client A is likely to be supportive and cooperative, while Client B will be a constant source of stress and frustration. Choosing Client A sets you up for a positive and productive working relationship which will produce better results.

Let Them See Your Flaws

Letting potential clients see your flaws reveals much about their character and whether or not you want to associate with them. You will also likely need to look past some of their flaws. Showing your imperfections encourages them to show theirs before you engage in working together.

For instance, if you’re a graphic designer, you might share that you sometimes take a bit longer to perfect a design. A good client will appreciate your commitment to quality and be patient, while a difficult client might push you to cut corners. This initial honesty, and by observing their reaction, helps you gauge whether the client will be reasonable and understanding.

Be You and Get to Know Them

Make every effort to encourage them to bring down their guard and allow you to get to know the real person behind the potential client. Better to find out more about them now than to wiggle out of a bad situation later.

Consider a scenario where you’re a business coach. During initial consultations, take the time to understand the client’s goals, challenges, and personality. If you discover they have unrealistic expectations or a negative attitude, it’s better to identify these red flags early on.

Highlight How you think and how you work

Explain your thought process and procedures to set clear expectations and boundaries upfront. If they don’t like what they see, so be it! There will be another opportunity around the corner.

For example, as a web developer, you might outline your project timeline, communication style, and feedback process. A client who appreciates this clarity will likely be easier to work with, while someone who resists might cause problems down the line.

Know when to Fire a Client

When you hire the wrong client, don’t hesitate to fire them. If they drain your enthusiasm and energy, or if they have unrealistic demands or illogical expectations, it may be time to have ‘the talk.’ These clients can damage your growth and reputation. Don’t delay—fire them and ensure the departure is amicable.

For instance, if you’re a personal trainer and a client consistently cancels last minute, refuses to follow the training plan, or disrespects your time, it’s crucial to address these issues. If they continue, it’s better for both parties to part ways.

Building a Business You Love

Choosing who you work with is your choice, perhaps even more so than theirs. The future of your business and your reputation depend on it. Getting this right is critical. Every client you take on is a business decision. The wrong clientele can cost you opportunities, your sanity, your reputation, and more.

Working with the right clientele is energizing, fun, and joyful. It allows you to build the business you want and enjoy, rather than one you dread and want to escape. By being selective, you create a supportive, thriving environment that propels your business forward and enhances your professional and personal satisfaction.

Imagine an interior designer who carefully selects clients who share their design vision and respect their creative process. These clients will not only be satisfied with the results but will also refer others, creating a cycle of positive, fulfilling projects. Conversely, a client who constantly demands changes and devalues the designer’s expertise can lead to burnout and a tarnished reputation.

Being discerning about your clientele. Set the stage for long-term success and happiness in your business. The right clients will respect your work, value your time, and contribute to a positive and productive business relationship.

So, choose wisely.