in Work and Play
Is it Time to Spring-Clean Your Client List?
Spring seems to always bring a sense of renewal and hope. We see the blossoming new flowers and think about new opportunities. We see the sun peer through the clouds for the first time in months, and we have new hope for our business.
As preparation for a new season, many of us like to do a little spring-cleaning. We remove the excess in our wardrobes and clear out the dust in the corners of our lives. And while polishing up our personal lives is a yearly habit, we forget to take the brush to our business lives as well.
In May 2014, Forbes magazine asked, "Why You Should Fire a Client" and led us to consider the idea that everyone’s customer lists might need a little spring-cleaning. Taking it a step further, maybe the idea of analyzing your client list is more of an ongoing process than a once a year occurrence.
The world has changed from a "buyer beware" environment to a “seller beware” climate. In other words, no longer do the sellers have all the information and the buyers worry about whether or not they got the best deal. It is impossible for sellers to hide information when consumers have access to so much.
The result of this new "seller beware" world is that the buyer has the power, and relationships matter more than ever. Subsequently, we as sellers must have deeper connections with our communities. In addition, it also demands that we start to align ourselves with clients and prospects that we like.
Forbes' ideas around when to fire a client include consistently unreasonable demands, wanting everything for nothing, slow payment, not listening, not responding, or demonstrating a basic lack of respect.
Whatever the reason, the times have changed to a more sincere way of doing business. Sellers must act transparently and buyers must simultaneously act with respect. The result is a robust platform for sincere relationships and high performing engagements.
It's time for a little spring-cleaning to watch our budding businesses grow.