When starting a business, professional practitioners tend to work with any (and all) people who are agreeable.
This even happens when you’ve been in business for a while.
Often, you say “yes” before you assess whether it’s a good fit for you.
Last week I met with a prospect who is struggling to close sales.
Charles wants to grow his business and needs to gain skills in communicating his services.
As a strong Number 8 personality or buying style, he takes his time to gather information and contemplate what to do.
He needs scientific evidence and a clear understanding of how my approach will benefit him financially before making any buying decisions.
His slowness in processing information and lack of action make him a poor candidate for me.
Yet, he’s interested and wants to learn how to improve his sales skills.
How did I respond?
Fortunately, Number 8 Buyers are do-it-yourselfers. They love to read and I have a series of books that contain the concepts I promote.
If he asks for more, I’ll suggest my video course.
And if he still wants personal instruction, I’ll refer him to a colleague who enjoys working with this style.
For me, Charles is not an ideal client.
TIP: You are not the right match for everyone who needs or wants your services.
Suggestion: List your favorite clients, identify their personality styles, and find more like them.
