In any industry the excitement of landing a new client is enthralling. Adding to your client roster means your marketing has paid off, your current clients are buzzing about work you have completed for them, and your business growing. New clients can bring new opportunities to impress, exhibit your newest skillset, and set them up for success. New clients can also bring headaches, yep I said it…HEADACHES. Unless you have an obsession with Goody’s Powder for quick headache relief, keep reading for pre-screening tips for your next potential client.
Pre-Screening potential clients works just as you would a potential employee. There are subtle hints and behavior that you will observe during your initial interactions that will be a direct reflection of who you are about to gain as a client.
1. Response Time.
Whether 100% an entrepreneur or still working full-time at a primary place of employment, a professional response time for email is within 24-48 (72 on the longer end) business hours unless out of the office. If you’re noticing during your initial contact instances with a potential client that they are responding in excess of that response window, you may want to consider this is habitual and once they are on board the habit will continue. Will that delay impact the results you will be able to provide to them? YES! Client behavior has a direct reflection on how you are able to operate your business efficiently, set the proper expectations up front to avoid this nightmare of communication.
2. Lack of Attention to Detail.
Wait! Isn’t that my responsibility? Yes, but it is also the client’s responsibility. If you find yourself answering the same question or providing the same information on multiple occasions, this can too impact project turnaround and efficient results. Something as simple as reviewing an email thread prior to responding to ensure complete understanding of the project status and what has previously been communicated is considered a great habit and keeps both parties on point. Attention to detail is important for both parties when the goal is to make a business function better and yield positive results.
3. Scheduling.
Sh*t Happens, but be courteous. During initial consults with potential clients it is important to schedule each interaction according to the best times for everyone’s availability. Always schedule a 15 minute lead in just in-case prior events cause tardiness and a 15 minute follow for last minute thoughts that may run past wrap up. If you experience multiple re-scheduling requests, it could be a sure first sign that the client is not as committed to the project or simply has other priorities that supersede your venture. Consider if you are willing to work with this level of commitment prior to solidifying your partnership as scheduling is critical throughout any project.
Do not let the eagerness of securing the client allow you to onboard a nightmare client with bad business habits. If the client offers a phenomenal opportunity that will increase growth for your business, consider the behavior they exhibited during your initial interactions when formulating their scheduling and even pricing to prevent overworking yourself. No matter the return on investment, remember your sanity is key to providing excellent and consistent customer service to all of your clients…All Money, Isn’t Good Money!