Remove the Need to Bring in More Cash as the Reason to Work With Someone

“I have to sign this prospective client because I need the money that I’ll earn from this account.  I will say “yes” to whatever it is that they want and I’ll worry about how to handle it later. ”

In this mindset my main focus is on the money and I am desperate to do anything it will take to sign this new client, including discounting my rate and agreeing to provide services I may not be comfortable providing.  I am sacrificing all of my needs and the way I operate my business to meet the needs of the prospect and make them happy.

A prospective client can smell the fear a mile away and when you are operating from a place of desperately needing cash, you are operating from a place of fear.  When a prospect smells fear they will usually try and negotiate the fee you have quoted downward and/or ask for additional services to be included for the same price. 

This is a huge red flag even if you are operating from a place of fear.  It is really important that you pay attention to that gut feeling.  You know the one.  If you allow this prospect to become a client they usually have unrealistic expectations of you and your services and will always ask for some sort of compromise.

So how can you prevent this from happening?  By teaching this client how to properly work with and treat you and your business and this begins during your qualifying phase, in your initial conversations.   

When your main focus is on the money you will meet your short-term goal of bringing in a couple of hundred dollars a month but, remember, that couple of hundred dollars could end up costing you thousands!

Want to know more?  Click here to learn more about my 8-step easy-to-use and easy-to-implement process on How to Qualify a Prospect & Work With Clients You Love!