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The Client You Do Not Want

Believe it or not, I’ve shared over 800 blogs with you at this point. Many of them focus on how you can improve your business and your life. And a bunch of those were about attracting clients, retaining clients, and finding more clients by encouraging referrals from existing clients.

But I haven’t spent much time discussing how you can avoid undesirable clients. Those are the ones who suck up as much of your expertise as you’ll allow but won’t ever put a dime in your pocket. Recognizing the warning signs of these trolls will enable you to focus on more profitable activities, such as investing your time and resources into legitimate clients and prospects.

And on things you’d like to be doing, like getting your nails done.

In David Mamet’s Glengarry Glen Ross, a commission-based salesman tirelessly engages with prospects, visiting their homes, answering their queries, and making continuous offers. Unfortunately, these prospective clients are notorious deadbeats, and their checks will not clear.

Finally, his exasperated boss tells him that they’ll never buy. “They just like talking to salesmen.”

The Client You Do Not Want

Think about a new business situation where you have already answered your prospect’s questions and provided them with a list of satisfied past clients. Consider what happens when they then ask, “Can you give me more references and testimonials?”

On the surface, this is a reasonable request. But it can spiral you down a never-ending rabbit hole. Why? Remember that your website is jam-packed with testimonials. You have a solid reputation and enjoy respect in your community. What will change if you reach out to more previous clients and ask them to chat with your potential buyer?

After grilling your former client, the prospect will call you: “Thanks for referring Ms. Smith. We had a nice conversation. But it turns out she bought 1,000 widgets from you. I need you to supply 1,000 grommets. Can you connect me with someone who’s purchased grommets?”

So you provide another name. Your potential client responds the next day: “I talked to Mr. Jones, the grommet customer. But it seems he bought blue grommets. Maybe you forgot that I want to buy red ones. Can you give me a reference for someone who bought red grommets?”

Needless to say, you’ll never find someone who precisely matches your potential client’s ever-changing demands. And what would happen if you did find the perfect match? Chances are the former client has brown eyes, while your potential client has blue eyes.

What should you do? It’s easy. Respect your instincts.

The Client You Do Not Want

You’ve run a successful business for a long time. You know the difference between a promising prospect and a timewaster. It’s time to follow your intuition instead of your eagerness to close every deal.

When the first referral request doesn’t work out, politely refuse to offer more by saying, “I value my clients’ privacy and will extend the same courtesy to you when you become my client.”

As you’ve probably figured out by now, there’s no problem not sharing more names because the people asking won’t become your clients anyway. They just like talking to salesmen.

What should you do instead? Invest the time you save in yourself.

Take a walk around the neighborhood, play a round of golf, enjoy a movie with your spouse, go camping with your kids, read a good book. Those Lookie-Lous won’t sign up with you no matter what you do. Your bottom line will not be affected no matter what you do.

But by avoiding them, your mental well-being will improve, and you’ll use your time and resources more productively and joyfully.

After all, they just like talking to salesmen.