When you’re just starting out, it can be difficult to shift your mindset to a more focused strategy of attracting the right customers. After all, if someone wants to work with me, why would I say no? All business is good business, right?
Wrong.
At some point (if you’re doing this right) you’re going to hit capacity. You’re going to have the ability to choose the people you want to work with. When this happens it’s important that you have already set the groundwork in place for finding and identifying your perfect client.
While every industry and business may have different things to look for, there are more than a few commonalities that fantastic clients share:
They Communicate
As with any relationship, communication will be the dominating factor in whether or not things work out.
This goes for you as well, but finding a client that communicates, and does so effectively, will make you infinitely happier to work with each other. Problems are much less frequent, and much easier to deal with if both parties are open and honest. Whether it’s something delaying progress, an issue with the bottom line, or anything else, knowing there is an issue and how you can fix it makes all the difference in the world.
Do not work with clients who disappear, or you have to send three emails for every one you get back. You’ll be all the better for it.
They’re Involved
You’re going to find clients who say “Here’s the money” and that is pretty much the extent to which they’re involved in the project.
Depending on your business, this might actually be a good thing, but you never want them to be completely uninterested. For many businesses, especially those on the creative side of things, input from a client can be essential.
They’re Responsive
Similar to actually returning phone calls, sometimes you’ll need things from a client before you can actually get started on a project for them. If this is the case, nothing is worse than having to delay a project, week after week, because you’re waiting on something from them.
As an added headache, you might even get blamed for being behind schedule, even though it is the client’s fault. This is another reason communication is important, not to mention clearly outlined expectations at the start of a project.
They Trust You
If they could do it themselves, why did they come to you?
That might sound obvious, but you would be surprised how often expertise in a certain industry is mistaken for expertise in all industries. The best clients understand what they’re good at and what you are the expert in. They allow you to tap into their specific experience, but trust in the calls you’re making.
Check Out Another Blog: You Don’t Need Referrals… You Need Brand Evangelism!
Identify Early
Listen, beggars can’t be choosers. When you’re still in the infancy stage of your business, you will need to build a foundation and a backlog of work. You’re going to have to deal with some business you might not enjoy. However, while this is happening you should be taking notes on the things you like and dislike about each client. This is how you find the perfect client.
Once you’re ready to grow, putting out fires and dealing with bad clients can put a real damper on progress and sap the enthusiasm of your team.
Success is coming for you, make sure you’re ready for it!
What’s that? More small-business tips? Luckily, the latest episode of the Thinc. Underground Podcast is all about that! Join host Arif Khan as he talks with Fractional CFO, Justin Boyd, of Boyd Executive Consulting. They talk about getting From A to B, surrounding yourself with the right people, and being agile enough to react to changing markets and mindsets. “Leverage your knowledge and capability to grow your business, as opposed to actually working in the business.”
He took the words right out of our mouths.
