Interviewing a potential customer is more than just assessing their needs, business opportunities, and strengths. It’s much more about YOU and whether the two of you can work well together. Identifying a great potential customer begins with the interview process.
But how do you know if the new lead is “the one”? How can you be sure that the relationship will go well and that you are a good fit?
Unfortunately, there is no absolute way to determine this. However, there are some warning signs to look for to minimize disappointment and unnecessary frustration.
- listen to your gut – As difficult as it may seem to accept this advice, deep down you know it’s true. You will have an immediate reaction to a potential client based on the tone of his email, his tone of voice on the phone call, his questions, anecdotes and requests. If you have a feeling in the pit of your stomach that working with this client will be difficult or complicated, don’t ignore it and take the opportunity to walk away. It can save you a lot of stress, frustration, and time. And you’re really serving the client by setting them free to find the perfect VA for them. TRUST ME… If you ignore your feelings, they will come back to bite you… EVERY time.
- Analyze your current clientele – Think about your current (or past) clients that you really enjoyed working with and even those you didn’t. Taking the time to identify the traits you really like in a customer and the ones you don’t will go a long way toward identifying your next ideal customer. That way, you can compare a potential client to those clients (or even employers) you’ve worked with in the past to see if the two of you working together are a good fit. For example, if you love working with Harry and he has a great sense of humor, then that is a quality to look for in a potential client. Remember, working with your ideal client is much more than just the job. It’s about the rapport and rapport you have with each other that makes it feel more like play than work.
- Determine “red flag” behaviors – It is absolutely fine to refuse to work with someone who exhibits behavior that you will not tolerate. In fact, that’s more than okay, it’s your right as a business owner. Take the time to identify these behaviors early so you know what to watch out for. Is it someone who sees and treats you as a subordinate employee rather than a like-minded business owner on the same level? Is it someone who speaks disrespectfully? Or maybe they try to negotiate your rate and tell you how much your time is worth? Whatever your “deal breakers” are, if you see them find a lead, just say NO! Don’t put yourself in the position of compromising your standards or self-esteem to work with someone who doesn’t deserve to work with you.
While you may think that saying “no” to a potential customer can be challenging and difficult, think of it this way: It’s much harder to end the business relationship when things don’t go your way. Take the pose early on and nip it in the bud before you have to go down that path. The money is not worth the stress and anxiety that working with someone who is not a very good fit for your business can create. Also, you won’t enjoy your job and you won’t do your best, which undermines your professionalism for future clients.
What other warning signs do you look for when interviewing a potential client? Please post your comments and experiences on the blog so we can continue this discussion.