How often do you make the same costly mistake as Judith? She took a course on business development with a component on persistence. By her estimate, adopting her new skill cost her law practice at least $100,000 in missed profit.
Judith is driven and an attentive learner. She turned persistence and multiple touches into a habit. Soon she was landing clients she never won before.
THAT was Judith's problem.
Judith was working harder to win clients who weren't a good fit for her firm. These poor-fit clients generated less profit AND caused more headaches.
Poor-fit clients cost Judith in 3 ways:
Higher cost of sales due to a longer sales cycle
Cause nearly all of her client headaches
Higher fee sensitivity lowers profits
Not listed -- but important -- are the mental and emotional costs of poor-fit clients. Working with them is a grind.
By contrast, Judith's great-fit clients (her Best Clients):
Buy quickly because they feel Judith "gets them"
More profitable because they focus on the value generated rather than the cost of her services
All a around joy to work with because they see Judith and her team as partners
Your Best Clients buy faster, are more profitable, and more enjoyable to work with.
Often, the clients you spend the most effort chasing after are the clients who undermine your success.
Follow me to learn how to clone your Best Clients so every client is a Best Client.