Who Should You Exclude?
David Newman, CSP
CEO Brand Architect. Market eminence in 12 months for business mavericks ONLY. Boost revenue, prestige, and market cap ??3X Bestselling Author???Top 1% Podcast Host.
Today’s topic – being exclusive.?
Have you thought carefully about that term??
It’s great because it means you get to exclude people – the wrong people…?
The clients, projects, and audience you DON’T want to work with…
One of my favorite business quotes of all time is from my hero, Tom Peters:?
“Choose damn carefully. You are as much about who your clients are NOT as about who they ARE.”
Besides the twisted grammar, it’s just pure brilliance.?
We can often define ourselves and our business by answering the following questions:??
The day you exclude clients/projects that are not relevant, not profitable, or not fun for you to work with, is the day you can double down your focus on the ones who ARE.?
If you really want to take this to the next level, you’ll even make this document PUBLIC like we have done…
I’ll even make a small bet that it’s a haphazard, catch-as-catch-can mess because you don’t have any guiding principles to help you zero in on the exact kinds of clients you do your very best work with.?
Your assignment: Create a “Client Fit - No Fit” document like we did.?
Two columns:?
You don’t fit if…?
Under this heading, write down 7-10 traits, behaviors, values, or beliefs of clients and prospects who drive you crazy. You know, those nightmare clients from hell. We’ve all had them. It’s time for you to stop inviting them into your world!
You’re a great fit if…?
Under this heading, write down 7-10 traits, behaviors, values, or beliefs of clients whom you love. You know, those ideal clients you wish you could clone. The ones that show up with enthusiasm, respect, and attention. The ones who implement. The ones who get amazing results with your help. The ones who repeat, refer and recommend you.?
Then I double-dog dare you to POST it in public.?
On your website. On your “About” page. On social media.?
Or as a PDF you email to prospects either right before or right after an initial conversation about working with you.?
Are you ready to get exclusive??
Download your PDF sample and a Word template you can use right away to create your OWN “Client Fit - No Fit” document and watch the magic start to happen!
– David
p.s. Want to finish 2022 as your breakthrough year? Is it time to kick butt, take names, and create a serious inflection point in your consulting or coaching business ASAP? Book a zero-cost, zero-pitch Business Accelerator Call with us right now so we can help you make it happen.
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2 年David, great post! It took me many years to figure out if I am doing more work than than my clients or if they are kicking and screaming to do the work they are not a good fit.
Fun "Anti-CRM" for Solo Consultants Who Hate "Selling" but Love Serving Clients. Put the "relationship" back in CRM: conversations, referrals, follow-up, lead magnets, proposals. Host of the Sales for Nerds Podcast ????
2 年This is so important and often so overlooked, not just to avoid wasting time with people who aren’t the right fit, but also to make it clear to those who are good fit —why— so they know they are in the right place.