Are You Referral Ready?

Unless you are very new to business, you understand that not all customers are fun to work with. In fact, some are a real drain on your energy, your profitability, and your overall happiness. Your ability to attract the kind of clients you want starts with knowing and defining who they are.

As much time as you spend at work, you have the right to expect a certain degree of happiness. If your clients make that difficult, and you are in charge of deciding who is and who is not a client, guess where the problem is? As you grow in business, you become more discriminate. What used to be a search for new customers becomes a search for GOOD new customers.

If you can identify high pleasure, high profit clients, you can seek referrals from and market directly to these people to attract more of the clients you really want. You can also refer low pleasure, low profit clients to other service providers who are better suited to meet their needs. This will free up more time for you to service the clients you value more.