BORDERLINE CLIENTS…there are three types of clients that all Salespeople deal with. Great Clients, Undesirable Clients, and Borderline Clients. Great Clients are easy to spot because they make decisions quickly and they respect our advice. Undesirable Clients are equally easy to identify because they are the exact opposite… we walk away from them quickly (and wisely). The tricky ones to work with are the Borderline Clients…sometimes they pay off and sometimes they don’t. We are not sure whether they deserve our time or not. We need To establish some guidelines to be efficient with our time.
Here is your ACTION STEP… look at your day as if 9 AM to 5 PM is your “prime time”. Here are some guidelines on how to managing that “prime time” effectively:
1. From 9 to 5 ONLY work on your high yield activities, including working with the “Great Clients” . No exceptions…be tough on yourself
2. Never work with the Borderline Clients during your “primetime” (meaning 9 to 5)
3. If you do decide to work with a Borderline Client then do it outside of your regular day.
4. That way you will not compromise the most productive part of your day and more importantly… you will not take time away from your Great Clients
Bonus Tip: remember that the best way to eliminate Borderline Clients is to prospect two hours every morning looking for more Great Clients. The truth is that the only reason we work with the Borderline Clients is because we don’t have enough Great Clients to replace them. Resolve to fix that today by setting aside two hours every morning to find more Great ones. NO Excuses.