When I first started my journey in my own business over five years ago, I sincerely believed that everyone was my Target Client. I had no idea that there was a world where we could love ALL of the clients we work with. In fact, when someone asked me who I helped in business, I would tell them that I could help “anyone who needed help growing their business”.
Yikes! Anyone? And let me tell you, “anyone” showed up! “Anyone” was not a good fit for my business. I remember a time when I received a high quality referral (or at least I thought it was!) and I set the appointment. During the initial meeting, I felt a tightening in my stomach area, and I knew something was off. As the meeting continued, I realized that this person in front of me was not a Target Client. In fact, they were not a fit for my business at all.
But, I didn’t stop the meeting.
Instead, I let my ego get in the way. Have you ever done that? I decided then and there that I needed the money (been there?) and so I needed to close the sale. Going against everything I believe in, I signed the client up.
Over the next few months, I really started to dislike what I was doing. I felt drained and tired, especially after I met with the client I just mentioned. Let me be clear. It wasn’t their fault. It was my fault. And soon I realized I needed to take responsibility for what I had created.
Deep down my biggest fear, and limiting belief, was that if I only worked with clients that I loved, there wouldn’t be enough to go around. After doing some work on my own limiting beliefs, I realized that there were more than enough Target Clients go around, but I had to let go of my limiting belief, and the client that wasn’t a good fit.
This is not an easy thing to do, let me tell you! But one day I realized that if I didn’t make a change, I would not only continue to dislike what I was doing, but I might even want to get out.
So I finally set a meeting with the client to let them out of their contract early and referred them to someone else. They were fine with that and even expressed gratitude for what they had received from the coaching and training.
Let me be clear. It is really important to honor your contracts, and if you release a client, please be sure to do it in a way that is professional and honors your obligations or contract (Disclaimer: Always ask your attorney first!).
And guess what happened next?
Having released that client, I decided that I would never again do business with clients that didn’t fit my Target Client profile. Relief filled my heart and soul, and suddenly it seemed like Target Clients were everywhere!
What’s amazing is that when we have clarity on who our Target Clients are, we realize that they have always been there, we just didn’t see them because we were so wrapped up in our negativity. And, when we are only doing business with our Target Clients, we can’t help falling in love with what we do again. This is true whether you are a Sales Professional or an Entrepreneur.
Action Item: Before you do another thing, I’d like to encourage you to write down the Top 10 Attributes of your Target Clients. An easy way to do this is to think of your Favorite Client. What are their attributes?
Today I LOVE my clients and my business! I am in bliss and joy on a daily basis and I know it is because I made a commitment to only work with those clients who inspire me to give more than I ever thought possible. Those clients “really get it” and value the service that I am delivering. I want you to have that same experience, so make your list, and commit to yourself to only do business with your Target Clients!
To Your Sales Success,
Ursula
© Sales Coach Now
WANT TO USE THIS ARTICLE? You can use this article in your e-zine or web-site as long as you include the following complete statement: Ursula Mentjes, M.S., ACC is the founder of Sales Coach Now, and the author of Selling with Intention and One Great Goal. Ms. Mentjes has helped clients double and triple their sales revenue in as short as two months! If you want to do the same, then visit her web-site at www.salescoachnow.com and subscribe to her e-zine by clicking on the sign up box and typing in your email address. You will receive a FREE downloadable MP3 recording, “7 Ways to Sell More in a Doom and Gloom Economy“.
