One of the best Sales Directors I ever worked with told me that after each client meeting he used to ask himself the question ‘Do I want to work with these people?’ And if the answer was no he didn’t pursue it any further even though it may have meant a massively lucrative deal.

This is a pretty amazing attitude to take, especially in the competitive financial services market. His philosophy was that it just wasn’t worth the hassle of getting the wrong type of customer. They waste your time, cause you stress and divert your attention away from dealing with the customers who will genuinely appreciate your efforts.

Not all customers are good for business!

Spend some time thinking about your ideal client and don’t bother chasing after anyone who doesn’t tick all the boxes. If you attract the people who you want to spend your time with, they are more likely to be clients who value you and your business. They will be more likely to pay your invoices on time, more likely to agree to a plan of action and stick to it and more likely to buy something that will add value to their organisation.