© Photographer: Mikhail Tolstoy | Agency: Dreamstime.com

One of the biggest mistakes that I see service business owners make is taking on as a client anyone who has a 98.6 degree temperature who can pay them money. This is especially prevalent with new service business owners, as they are willing to do almost anything in order to land that first couple of clients.

Invariably, what they quickly discover is that their practice is full of a

bunch of clients with whom they hate working. Does this sound like you?

Turning away clients who aren't a good fit and waiting for the right client can

actually increase your bottom line. How do I know that this works and how

difficult it is to remain true to the principle? Because, of course, I used to

be one of the biggest offenders of this strategy. It was only after several

not-so-positive experiences in bad client selection that I decided to listen to

what I had heard to be true about waiting for the right client but had never

personally experienced.

During this time, the tapes in my head kept playing and telling me that I was

nuts for passing up business. However, I resolutely hung on, trying with all my

heart to believe that adhering to this concept was going to work for me. It was

about a year or so into my business before I discovered first-hand how well this

principle does work.

I had been approached by a motivational speaker to help him with his Internet

marketing plans. We hit it off, and because I didn't quite follow his

description of his unique presentation style, I requested that he send me a tape

of one of his performances. I received the tape a few days later, and after

watching it, quite frankly thought it was one of the most unmotivational

performances I had ever seen. I knew that it would be a struggle for me to help

him with his marketing, since I didn't believe he was especially talented in his

chosen field.

This was a time in my business when I could have really used the cash. The

speaker and I had hit it off pretty well, and he wanted to promote himself in

the college student activities circuit, which was my previous career background.

I went back and forth numerous times during that weekend, trying to decide if I

should agree to work with him, thinking that I'd make the best of it and it

wouldn't be that bad. Finally, I had to have a very harsh conversation with

myself, saying that if I were this indecisive, I needed to decline the offer and

I needed to suck it up, get over, tell him "no", and move on.

Long story short, I called and told him that I didn't think we were a good fit.

About 2 weeks later, I was called by a prospective client who'd been referred to

me about 6 months earlier by a current client.

At the time of the initial referral, I was really busy and didn't have the time

or need to follow up with him. Now, however, was the perfect time. We spoke and

I discovered he was doing some really cool things that were quite exciting to me

and that I had the perfect skills to help him elevate his marketing. One

additional conversation later, we decided to work together and he remained my

client for about two years.

This experience was my light bulb moment, to quote Oprah Winfrey. Had I decided

to work with the unmotivational motivational speaker who wasn't a good fit, I

would have had no room in my practice for the perfect client to come along two

weeks later. Talk about being whacked between the eyes!

So, then, how do you determine who's the right, or ideal, client for you? Make a

checklist of your idea client qualities, which will ultimately serve as your

client screening device. Here are some questions to get you started:

1. What are their beliefs?

2. What values do they hold dear?

3. What is their work style?

4. What industries are they in?

5. What are the traits and qualities of great colleagues/bosses/friends that

made them enjoyable to work with or be around?

6. Are there foundational issues that need to be in place before someone is

ready to work with you?

7. What traits and qualities of past clients have driven you crazy?

Once you have answered these questions to your satisfaction, bring up the most

important issues in your introductory conversations with prospects and put those

issues out on the table where they can't be ignored. Discussing these issues

with prospective clients is the only way to ensure that they fully understand

what it means to work with you and what's important to you, and you get a better

picture of how well they fit your ideal client profile. If your gut tells you

that's it's a poor fit, move along to the next prospect.

Whether you have to take it on faith or constantly talk yourself into adhering

to this belief, waiting for the right client is absolutely the right thing to do

and will ultimately increase your bottom line.

Comments or questions? If so, please post them to the discussion forum.