The Desert of Arizona
Sunny 37 Degrees
When you’re selling YOU, a sale isn’t quite as straightforward as if you were selling a widget. In the widget business, you just take a widget off the shelf and hand it to the customer. So it’s not an enormous problem if someone who isn’t right for that widget actually buys it.
When you’re working with clients, we’re dealing with a very different dynamic.
Each new client you work with represents your decision to take a sliver of your life and commit it to that client. You never get that piece of your life back.
This is why pushing away prospects is often a smart thing to build into your client attraction system.
When you’re a little bit harder to get, only the folks who REALLY want to work with you push through. It’s a filter you can use to increase the quality of client you work with over time. And it helps lower your chances of ending up with prospects who aren’t right for you.
Pushing away possible business is completely counter-intuitive. Who in their right mind would think of such a thing?
But being good at selling can sometimes be a curse. If you’re not careful, you can end up selling your way into places you don’t belong.
Filling up your dance card with clients who don’t belong is a sure path to misery.
As Bob Proctor is known for saying (I’m paraphrasing…):
The question isn’t whether we are worthy of a goal (or client), but whether the goal (or client) is worthy of a piece of our life.