Avoid Bad Clients Before They Even Sign Up!

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Photo by John Schnobrich on Unsplash

 

Sales calls are a little bit like dating: desperation might make you ignore some of the red flags you see. So you take on a client just because they’ve walked through your door, and they turn out to demand too much of your time without rewarding your efforts. 

You might have heard the advice that sometimes you just need to “fire” these problematic clients. Acknowledge that the working relationship you have is no good, with no path to improvement, and part ways so you can spend your time more profitably. This is valid, but it’s also never as easy as it sounds. Wouldn’t it be great to avoid reaching this point from the very beginning? 

Great news! Just by asking the right questions you can learn to identify the people who just aren’t going to work out for you. For example, as a fitness coach, maybe you specialize in helping people lose weight. When you’re speaking with a prospect, it’s good to ask questions that are designed to get clear answers. Questions like:

  • Why do you want to lose weight?
  • How much weight do you want to lose?
  • Are you ready to commit to a weight loss program right now? 

If the prospect has clear answers, it demonstrates that they want what you’re offering badly enough to have come up with their reason why and their specific goals before sitting in front of you. If the prospect’s answers are wishy-washy there’s a red flag: even if they sign up with you there’s a good chance they’ll wind up not being committed to your program and will wind up with unsatisfactory results. Chances are they’ll blame you for it. Don’t ignore the signs, that prospect is telling you “I’m not the one!” You’ll just wind up having to fire them later.

At Online SuperCoach we can help you formulate the questions you need to ask to help you identify the high-quality prospects that will turn into your best clients, and how to recognize people that are going to use up too much of your time and hurt your bottom line.

-Dennison Silvio
CEO
Online Supercoach