4 Steps to Getting and Keeping “A” List Clients

“Whatever we expect with confidence becomes our own self-fulfilling prophecy.” - Brian Tracy 

Last week, we talked about letting go of “D” List Clients, but this begs the question, “How do you get “A” List clients?” Believe it or not, it is not that hard. We just make it difficult. The Law of Attraction says that if you expect it, and you can picture it in your mind, you will create it, which is actually a self-fulfilling prophecy.

The number one reason that most leaders sabotage their success is that they don’t take the time to get really clear about what types of clients they want to work with. And no, warm, breathing and having expendable cash does not constitute your target client. Whether you are just starting a new business or growing an existing business, the above statement applies. Growing a business is about building ‘win/win’ relationships. The sooner you get clear about your expectations for clients, the sooner you’ll start attracting them into your business. 

Here are 4 steps for attracting “A” list clients that will make a difference in your bottom line and stress levels when conducting business: 

1. Get clear about what your expectations are for your target client. Paint a picture in your mind. What do they look like? How old are they? What’s their income bracket? What type of personality traits do they possess? What do they spend their recreational time? And how will you know them you see them? Answer all these questions then write down your observations. You need to make a ‘wish’ list if you will to get the perfect clients for your business. And like I said, warm, breathing, and having cash in their pockets doesn’t count.

2. Set clear guidelines and expectations for your relationship and your service with this new client. What do you expect from your clients and what can they expect from you? Providing excellent service may be a cliché but it’s still applicable in today’s business world. Be crystal clear about your offerings and set boundaries of what you can or cannot do so there won’t be any communication breakdowns. Remember the saying, ‘Under Promise, Over Deliver.’ You’ll never go wrong. 

3. Communicate your expectations to your clients at the onset of the relationship. Yes, I mean conduct a real live conversation. For some, this may be considered a difficult hurdle to overcome, but it really shouldn’t be. Breakdowns and misunderstandings occur in business relationships because clear expectations are not communicated and established in the beginning. By having one, if not several, actual conversations with your new potential client, you can clearly outline your values, level of professionalism and your commitment to giving your best to your client. Another reason to have this conversation is to gain clarity about what they expect from you as well. By writing down and discussing what you need as well as what your client expects to receive from you gives you something concrete to fall back on should there be breakdowns or misunderstandings that occur between you. 

4. Be willing to let go of the client. Don’t wait until it’s too late before you address breakdowns or when commitments are not being honored. This step also includes any areas in which you may not be able to fulfill your original commitments. Everyone values honesty and the sooner you address the issues as they arise, the happier everyone will be. If you find that the client simply isn’t a good fit for what you have to offer, let them go. Be polite and clear about the reason why you’re releasing them from their original obligation to you so they’ll not take it as a personal insult. 

Clearly knowing who your ideal client is will save you a lot of grief and stress in the long run. While I know a lot of you need that immediate cash infusion into your business to keep it afloat, connecting with too many “D” list clients will only waste your time and patience – two items that are often in short supply for business owners. Quit wasting your efforts trying to mold a client to suit your needs. It’s better to focus your energy and attention in attracting 4 or 5 solid “A” list clients than to have to deal with 10 “D” types. By practicing active attraction, your peace of mind will thank you for it.