Have you ever started a new client partnership that seemed like it was going to be a rewarding, long-term relationship, only to realize later that things weren’t working out quite the way you had envisioned? They’re in the right target market and the right niche for you, and their needs match your skills to a tee. So what happened?
One of the primary factors in finding the right clients is of course, connecting with people in your particular niche. Making sure that your skills and services can provide them with the support they need is first and foremost. But, there’s a second factor to consider that is equally as important, and that’s the human factor.
So, what should you consider when looking at the human factor?
- Personality –Is this a person that you hit it off with right away, or have your interactions been awkward and uncomfortable from the beginning?
- Work ethic – Do they have similar philosophies as you about honesty, integrity, commitment and responsibility?
- Work style – Does their work style fit with yours, in terms of communications, availability, project timelines, and expectations?
Your expertise will take care of the work side of things, but if you don’t have that human factor in there, the relationship may not prove to be what you both anticipate in the beginning. And that can make for a stressful and unfulfilling work environment.
When I’m working on a new client prospect, I ask them to complete a pre-client assessment. My assessment form includes questions that help me decide if they are a good fit for my business model. Nothing too personal, of course, and I always give them the option of not completing the form (which in itself gives me a good indication that they might not be the right match for me). And finally, I rely on my intuition; that “gut feeling” that we’re all blessed with.
Try using an assessment form for your next prospect, and then, do as I do…and go with your gut!
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