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One of the most common questions that I receive is, “What is the secret to getting clients, while removing the less than ideal ones?”
Getting clients (especially ideal ones) is a game changer for your advisory business and life.
When we take the time to identify and work with clients who take responsibility for the decisions they make (as well as begin able to see the value we bring to them, and to respect our time), we dramatically increase our odds of creating a successful business and life we love.
When I was starting out, a mentor shared with me that one of the most important things to do before accepting a new client was to confirm that their expectations were realistic. And if they had unrealistic expectations , she recommended that I refer them to someone else.
Because attracting ideal clients with realistic expectations is essential to creating a successful small business or consulting firm, this is a critical first step.
Over the years, I have found that people show up along a continuum of three levels. These levels are generally not an absolute. While a Level 3 may under certain circumstances may appear as a Level 1, the key is to identify how they show up the majority of the time. It is also important to determine how they handle stress, or respond when something isn’t going their way. Now, I don’t recommend that you intentionally create a stressful situation but I do recommend that you pay close attention to how they react when something goes wrong.
Level 1’s
Level 1 people have a low worth barometer , lack self-esteem, and have beliefs that do not support their goals. They also lack responsibility and ownership. They display characteristics of a victim or bully. They live by a lose-win (victim) or a win-lose (bully) mentality. They spend the majority of their time living in negative, low energy environments which include blame, worry, anger and fear. Because their life isn’t working (at some level), they want others’ lives to not work.
When you provide input to a level 1 that they don’t wish to hear, they will find a way to prove that you are wrong (which is how they react to most of the advice provided to them). The primary reason they do this is because they live in fear – fear that they are wrong, fear that they are not enough, or
fear of what it would take to change their reality.
They are defensive, complain, blame, gossip, and look for what is wrong. Why? Experts believe some of the reasons include a need to win, to feel better about themselves, to gain control, or perhaps to just get attention.
When they are faced with a challenge or problem, their focus is on the problem, not the solution to the problem, which leaves you wondering if they even want a solution.
While some level 1’s are masters at appearing as if everything is wonderful in their life, the reality is a very different story.
Some experts believe that, at some level, their problems are working so well that they don’t want to change.
Regardless of why they act this way, the best thing you can do is to accept that you will not be able to change them. If they do become your client, you will likely spend the rest of your relationship regretting it!
Related: Insight to Attracting More Female Clients
Level 2’s
Level 2’s lack resources including time and/or money. This is the most overlooked level. It is also the biggest potential for future business. The key to this level is to consistently follow up with them, so that when the time is right, you will be on the top of their radar. But the Level 2’s that ultimately appear as Level 1’s are best replaced with prospects that are on track to joining the Level 3 club.
Level 3’s
Level 3’s are your ideal clients. They focus on the positive, take responsibility, are accountable, and are enjoyable to work with. When faced with a problem or challenge, they are open to ideas. One of the key traits of a Level 3 is that they focus on the solution to the problem, versus on the problem.
One of the most common questions I receive is, “What are the easiest ways for getting clients that are Level 3s?” The answer is simple – “Become one, and create a marketing plan that attracts them!”
This article originally appeared on PMA360.com .