Building a strong client list is imperative if you want your business to be a success, but sometimes it can be beneficial to reduce your client list in order to facilitate growth.
Read on for some tips on how to ensure that your client list is the best it can possibly be and how you can cut your client list for the benefit of your business.
First of all, it’s important that you don’t start cutting people from your client list that are adding value to your business. In order to avoid doing this, it helps to establish what your ‘ideal client’ looks like. Any client based review should begin with a benchmark against which you can measure your current clients and see how effective they are and how much you need to hold onto them in order to increase growth and success. The specific attributes that people look for in their clients will, of course, vary from business to business, but there are some qualities that all organisations should be looking for in their clients. These include:
No one wants to work with a client that doesn’t have good systems in place to get things done and isn’t able to meet deadlines, so strong organisation skills is key.
One of the most tedious parts of working with bad clients is having to chase payments from them, so you want to ensure that your clients are able to pay you on time without the need for you to chase them up.
This one is really important. Working with static companies that aren’t willing to try new things will only hold you back as an organisation. Ensure that all of your clients are progressive, willing to try new things and are always thinking about the future.
These are just a few of the attributes that make up a good client. What you need to do is sit down and decide what you are looking for from a client, and once you’ve determined who falls into that category and who doesn’t you can start making the appropriate reductions.
Raising your prices to a point where ineffective clients will no longer be able to pay is a guaranteed way to lose their business, just be sure not to alienate any clients you want to hold onto.
In the interest of being fair and cooperative, sometimes the best thing to do is to simply tell a client that you don’t think your businesses are aligned and offer them alternatives that you think they’ll be better suited to.
Really, this should be a last resort, but when a negative client is affecting your earning potential sometimes it’s the only thing to do. You will need to send a disengagement letter to them which will allow you to formally end your business relationship with them.
Losing clients might seem like a bad thing, but sometimes it is what you must do in order to see your business thrive. Any client that does not facilitate growth and is no longer adding value to your business is better to be cut so that you can invest more time in worthy clients.