In today's market, we often show willingness to work with anyone who can fog a mirror, but at some point, we need to recognize that we must focus on the right clients and referral partners. If we don't, we lose the opportunity to work with people who help build our business rather than waste our time.
Your time is the one precious commodity that you can never recover if spent unproductively, so being selective about the people with whom you will invest your time and effort.
I recently read a great coaching article by Tim Davis in The Niche Report magazine in which he laid out the qualities he wanted in a referral partner. I was inspired to create my own list, below, for the types of clients I want to work with. I strongly recommend that anyone in sales do the same for himself or herself.
- I will choose to only work with clients who will provide information cooperatively.
- I will choose to only work with clients who have a strong desire to gain knowledge and education.
- I will choose to only work with clients who have a sense of urgency.
- I will choose to only work with clients who believe in building long term relationships based on mutual respect.
- I will choose to only work with clients who are ethical, have integrity, and are open and honest.
- I will choose to only work with clients who understand how value is more important than price.
- I will choose to only work with clients who treat me with courtesy, appreciate my expertise, and honor my time.
Tim says, "I am not looking for anyone, instead I am looking for someone. You do not have to work with everyone. You can choose. When you understand that principle, you will feel empowered, confident, and your business will grow."
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