Striving to get clients in bulk used to be the norm. Although it is still a common occurrence, more businesses are paying attention to getting quality clients versus having a big list of clients. There are numerous books such as The Pumpkin Plan and numerous blog posts including this one that have been talking about the difference between quality clients and the big list of clients.
However, getting the quality clients is by no means easy. In the beginning, focusing on getting the big list is better than focusing on the quality. You need to start off by playing the quantity game in order to get quality clients. When you are playing the quantity game, there are going to be some clients who you won’t be able to stand. These clients may be the ones with late payments, a bad attitude, and the need to be late.
While you will encounter clients you won’t like in the beginning, some of the clients you encounter will be nice people who pay you on time, arrive 10 minutes early, and have a blissful attitude. Those clients tend to make up about 5-10% of the big list. When you know someone is a top client, treat them like the VIP. Put the non-quality clients on hold when your quality client gives you a call. The quality clients are your top priority, and those quality clients will tell their friends about you.
After you have 10-20 quality clients, you are ready to take the quality game more seriously. When you establish these quality clients, cut the services that your quality clients do not want and focus more on the services that your quality clients do want. The more you specialize your business for your quality clients, the more they will respect you for it. With great respect comes more word of mouth. As quality clients tell people about you, you will end up getting more quality clients.
All you can do now is please your quality clients. That won’t be challenging because your quality clients will do a good job at pleasing you–no late payments, early arrival to meeting, and a good attitude. Those quality clients will give you new connections which will bring forth more quality clients.