As you plan for your business growth next year, how much energy are you focusing on finding GREAT clients rather than MORE clients?
Several professionals who I coached this past year dealt with too many PITA (Pain in the A$$) clients. These are new clients we’re eager to land because they initially look attractive but turn into a drain on time, energy, and margins. PITAs demand lower rates, complain on a regular basis, and never pay for additional work.
I get this client perspective. Many buyers look for discounts on rates. Heck, most of us are guilty of this right now as we do our Christmas shopping online!
That doesn’t mean you have to compromise with this type of buyer in your business, especially when your product or service is not a commodity.
Here are four tips for changing your focus this coming year:
With the limited hours you have to invest in business development, make sure you invest that time wisely. Focus on quality over quantity when it comes to new clients.