Choosing Your Clients

Friday, April 25, 2008

I asked some wedding planners what they wish they had known when they started, and Kim, Sara, and Kawania all said that they wished they had known that didn't have to accept every client that came their way. That, in the beginning, they wished they had known to trust their gut when they didn't feel a client would be a good fit for them.

It's a lesson that almost everyone who's been in the industry for any length of time has learned the hard way, but the fact of the matter is that choosing your clients is important to both your mental health and the long-term growth of your company. Your initial consultation is not just a matter of the client interviewing you, but rather it is a two-way interview - you are also seeing if they are a good match for you. Here's what Harry Beckwith has to say about it in his book, "What Clients Love":

Four Rules for Choosing Clients

1) Trust Your Instincts. If something feels wrong, it will be.
2) Bad clients don't produce minimal returns; they produce losses.
3) If a prospect is most interested in cost, you will never be happy and always be vulnerable.
4) You cannot cut a bad deal with a good person or a good deal with a bad person.

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