Slideshow 7 reasons to let a prospective client go elsewhere

Published
  • May 12 2014, 1:01pm EDT
7 Images Total

1. You have limited time.

You don’t have enough time to call on or win every prospective client you might serve, Iannarino says. You have to “ruthlessly prioritize” your time if you are going to generate the results you are capable of. Time spent with some prospects means time denied to other prospects. You have to make decisions, he says.

2. You have limited resources.

You don’t only have limited time; you also have limited resources, Iannarino says. If you need your technical team, your operations team, or some other overlay group’s help, you have to make tough decisions as to where to apply those resources, he says, adding that you should apply them where they can make a difference and where it makes sense.

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3. You aren’t the right choice.

There is no reason to pretend you are something you are not, Iannarino advises. There are some prospective clients who really should be doing business with someone else. The sooner you make the decision to let them have each other, the sooner you can focus on your dream clients, he adds.

4. The prospect doesn’t perceive your value.

There are some people who do not perceive the value that you create, Iannarino says. “You’re better than your competitor. You can help this prospect produce better results. They don’t care, and they don’t value those greater results right now. Move on and sell to prospects who do perceive the value you create,” he adds.

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5. The prospect won’t pay for your value.

The price difference between you and your competitors is typically not that great, but there are some people who will never believe it’s worth paying more — even when you can show them the ROI, Iannarino says. “Go back to number 1, you have limited time,” he adds.

6. It’s a bad cultural fit.

Sometimes you just don’t fit. Sometimes a company’s values clash with yours and sometimes their management or leadership style makes it difficult to gain any traction internally, he says.

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7. The prospect is an energy vampire.

Some clients are abusive to their “suppliers,” Iannarino cautions. “They don’t see you as a peer or a partner. Instead, they see you as a necessary evil, someone to be bullied, or someone who is disposable. These are nightmare clients,” he says. “Disqualify energy vampires and work with grownups.”