October 4th, 2013. Ben Lloyd
How to Find the Right Type of Clients for You
When you started up your business you probably had a picture in mind of who you wanted to work with. Years later and you’re beginning to doubt that the perfect client exists, they’ve become as much of a myth as unicorns and leprechauns. Don’t despair the perfect client is out there you just need to know how to find them!
Although the financial pressure can make you feel like saying yes to every possible deal, it might really payoff to be a bit more cautious. Screen them before accepting by asking questions that show just how much they know about your services and what they plan on getting from it. See what kind of people they are and try contacting them a few times before accepting just to see how easy it is to get in touch.
Can they pay?
Most importantly, make sure they can afford your products or services – there is nothing worse than being left out of pocket because the client couldn’t pay. It is possible to run a credit check on them before accepting their custom, however the better option is to present them with your prices as quickly as possible. Let them know that these are non-negotiable and need to be paid when due. Don’t let lines of credit build up as you could be left in the lurch if they decide to leave.
Ask your ‘right’ clients for referrals
If you have any clients who are ticking all the right boxes then ask them for referrals, chances are this will help to bring in similar clients. Only do this if you have a good relationship with your current clients and have done a good job for them in the past. Try to make enquiries for a referral as personal as possible saying how much you like having them as a client and would love to work with companies with similar principles.
Make yourself easy to find
The best way of getting the right type of clients is to make yourself easier to find by expanding your presence online. Make sure that you are advertising yourself in the right areas by finding out where your target clients hangout online. It may be that you need to actively seek them out through social media and directly interact with them, or you could invest in PPC advertising to find a large group of target clients in one go.
Make the most of your current clients
The biggest problems with clients tend to fall back on their failure to pay or communicate. Instead of trying to cut free all the clients you don’t like why not experiment with confidential invoice factoring? If they are dragging their feet when it comes to settling invoices then confidential invoice factoring gives you the cash you need on time, while the factoring party chases your clients for the full payment. This may just be the answer to your poor client problems!
Article By Ben Lloyd
October 4th, 2013
Ben is the Director and Co-Founder of the Pure Group and Managing Director of Pure Property Finance.
Following a career in Barclays, where Ben was in the real estate finance team for 8 years, he decided that the market needed a more forward-thinking type of commercial brokerage so founded Pure Commercial Finance (now Pure Property Finance), the first company within the Pure Group.
Ben has extensive experience across the real estate sector and has participated in over £2bn of real estate transactions during the course of his career.
Ben oversees the general strategy at Pure Group and works with the senior leadership team to drive the Group forward. Ben is also on the Executive Committee of FIBA.See more articles by Ben