When to Say “NO” to a Prospective Client

Interviewing a potential client is more than just assessing their needs, business opportunities and strengths.  It’s much more about YOU and if the two of you can work well together.  Identifying a great potential client starts with the interview process.

But how do you know if the new potential client is "the one"?  How can you be sure that the relationship will go smoothly and you are a good fit?

Unfortunately, there’s no absolute way to determine this.  However, there are some warning signs you should look for to minimize disappointment and needless frustration

1. Listen to your gut – As hard as it may seem to accept this advice, deep down you know it’s true.  You will have an immediate reaction to a potential client based on the tone of their email, the tone of their voice on the phone call, their questions, anecdotes and requests.  If you get a feeling in the pit of your stomach that working with this client will be difficult or messy don’t ignore it and take the opportunity now to walk away.  It can save you a lot of stress, frustration and time.  And you are really serving the client by leaving them free to find the perfect VA for them.  TRUST ME…If you ignore your feelings, it will come back to bite you…EVERY single time.
2. Analyze your current clientele – Think about your current (or past) clients that you really enjoyed working with and even the ones you didn’t.  Taking the time to identify the traits you really like in a client, and the ones you don’t will go a long way in helping you identify your next ideal client.  That way you can compare a prospective client to those clients (or even employers) you’ve worked with in the past to see if the two of you working together make a great fit.  For example, if you love working with Harry and he has a great sense of humor, then that’s a quality you can look for in a prospective client.  Remember, working with your ideal client is about much more than just the work. It’s about the relationship and rapport you have with each other that makes it feel more like playing than working.
3. Determine "red-flag" behaviors – it is absolutely OK to refuse to work with someone who exhibits behaviors you will not tolerate.  As a matter of fact, it’s more than OK, it’s your right as a business owner.  Take the time to identify these behaviors early so that you know what to watch for.  Is it someone who sees and treats you as a subordinate employee rather than a like-minded business owner on the same level?  Is it someone who speaks disrespectfully?  Or perhaps they try to negotiate your fee and tell you what your time is worth?  Whatever your "deal breakers" are, if you see them come up with a prospective client just say NO!  Do not put yourself in the position to compromise your standards or self-esteem to work with someone who doesn’t deserve to work with you. 

While you may think that saying "no" to a potential client can be challenging and difficult, think about it this way:  it’s much more difficult to end the business relationship when things don’t go smoothly.  Take the stance from the beginning and nip it in the bud before you even have to go down that road.   The money is not worth the stress and anxiety that can come from working with someone who isn’t a great fit for your business. Additionally, you will not enjoy your work and not put forth your best effort which undermines your professionalism for future clients.

What other warning signs do you look for when interviewing a potential client?  Please post your comments and experiences on the blog so we can continue this discussion!