What Are the Benefits of Attracting More Ideal Clients?

When you chose self-employment, what criteria did you apply in accepting clients? Like most service providers, you probably accepted as clients whoever wanted whatever service you could provide. More often than not, the need for cash flow soon replaced the thrill of starting a new business.

As a result, whoever could pay for whatever they wanted, instantly became good clients, and by extension, our new best friends. As our businesses grew, we needed a constant flow of new clients to replace those whose current engagements had been completed.

New clients are the lifeblood of all businesses. They also contribute critically to the ongoing sustainability of your business. As a result, over time, most of us generate a mixed bag of clients. Some are good. Others are so-so, and still others are not so good.

Good clients are those people you love to serve. They keep coming back for more services, willingly pay your fees, and also refer friends and acquaintances to you. And if that's not enough, serving good clients helps you feel good about yourself and your work. Few things are better than good clients with whom you enjoy mutually beneficial relationships.

So-so clients are ... well, they're so-so. They're pleasant enough to interact with and easily satisfied. Serving them neither energizes nor drains you. Overall, you hardly think about them between their infrequent appearances. As bored employees describe their jobs, these clients help pay the bills.

Your not so good clients are those people you’d rather not even associate with, let alone serve. They drain your energy, frustrate you, or bring out the worst side of your otherwise likable nature.

Clearly, ideal clients are ready, willing, and able to pay us for our help in making the changes they want. Provided we deliver the agreed services and expected value, clients pay the fees for our services as agreed.

However, ideal clients represent much more than just a revenue source. Carefully qualified and effectively served, they fill the role of business partners.

Source: My forthcoming book: How to Succeed in Your Professional Service Business (chapter 16)

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