THE ROBIN ROBINS REVEAL
The Art Of Selective Client-Getting
How To Make Sure You ONLY Work With Productive , Appreciative , Profitable Clients
A few months ago , a prospect who had requested a sales consultation canceled his appointment after receiving some materials to review prior to the consultation . Of course , he couldn ’ t just cancel it ; he felt compelled to write me a smug dissertation on my stupidity ( his words ) for sending him an antiquated CD ( gasp !) along with multiple reports that were several pages long — far more copy than anyone reads “ these days .”
If you ’ ve been in business for any length of time , I ’ m sure you ’ ve come across a few “ disagreeable ” prospects , and maybe a few are even clients now , much to your dismay . So , what can you do about it ? There are a few things , actually .
For starters , you need to be clear on who your most productive clients are and set up sales and marketing litmus tests to sift , sort , and screen through the majority who do not fit that profile . I have made it an intention of mine to only work with smart , respectful , competent people who have honest ambition , and I have intentionally designed my coaching groups so that clients enter at the bottom and only ascend to the highest levels by invitation and interviews .
Unfortunately , smart , respectful , and competent people are in short supply these days . So , when I find them , I work doubly hard to keep them around and grow my relationship with them . Most people do the opposite , either treating all clients the same or ( worse ) giving the unproductive , chronically unhappy clients the majority of their time and attention in an attempt to appease them . The best clients get ignored because things are “ good .” Furthermore , many business owners let the whiners and complainers erode their confidence and alter how they do business in an attempt to
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