It just kills me to turn down business. But every so often GYST* Solutions has to do it. I thought about this strange occurrence last week when I was presented with a really nice opportunity. Then I realized that my next few weeks were already booked. As part of my 34 Minute Time Management Process I build in pockets of time for small projects and emergencies. But, if I took on this client all those time slots would be filled and I would be working every night and I would be making my life unmanageable. So, I said no. It killed me but I said no. This picture of the beach reminds me that I live a balanced life today.
Fernandina Beach
As part of the Master Sales Strategy© I talk about the ideal client. I also talk about qualifying the client. This is because I am in control of my business, my business does not control me. If an opportunity doesn’t look a lot like my ideal client then it doesn’t qualify for that client to work with me. Ideal clients and what qualifies as a good business opportunity is different for each of us.
Here are some of the characteristics of my ideal client and how I qualify if they are right for GYST* Solutions.
- The client will pay the price I request. In the beginning I always do a written intake and assessment. I put the price out there as soon as I know that there is a fit in other ways. If they don’t want to pay my fee then I wish them luck and end the conversation. You get what you pay for. I have gotten many projects as day 2 business after a lower priced source didn’t meet the client’s expectations.
- The client has issues where I can be of assistance to help them *Get Their Stuff Together: productivity issues, workflow issues; time management issues; spacial issues, de-clutter, layout and design, unpacking/packing, home staging etc. I know my scope of services and the parameters of GYST* Solutions.
- How busy am I? If I am already really busy I look at work/life balance and quality of my life. Will taking on this project make my life more or less manageable?
- Is it a viable project? A high end staging opportunity was presented to me. But, the agent told me that the home owner was pricing it too high. There were other identical units in the building for $50,000 less. They will sell while this one won’t. I didn’t want GYST* Solutions to be blamed for the unit not selling and I declined the project.
- The client is not loyal. When I am approached with a specification that someone else worked hard on I will turn it down. The client has already worked with another source and are now two timing that other source. What will they do to me? No loyalty, no GYST* Solutions. It doesn’t qualify
- Is not a bid situation. GYST* Solutions does not get into a pricing competition. Those days are behind me.
- A client that is not frantic but not lethargic, with a comment to proceed. It is very frustrating to have a client stop midway and not complete a project. This is hard to detect but my backing out radar is always on.
- Office or department with 1-100 people. A real sweet spot for GYST* Solutions, small to medium businesses. For office design and space planning, defining work flow, increase productivity, filing systems, policies and procedures manuals, I could go on….
- And the number one qualifier is that the project be satisfying to me. A lot of the above points can be reconsidered if there is a cool project that feels good.After all, we all want to feel good.
I promise GYST* Solutions will provide beautiful spaces, measurable results and we will have fun doing it.
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