E454: Qualify Your Customers

Be sure you customers align with your company’s values and culture.

 

  1. Who we work for impacts our bottom line
    1. We have our own identity based on values, mission and goals
    2. We have a culture and way we do things – it’s what make us Elite
    3. Our companies don’t fit every client
  2. It’s critical to understand how customers fit
    1. Know who the ideal client is
    2. Understand how we support our clients and how our clients support us
    3. Know what’s important for your success and make sure your clients align
  3. Qualify your prospects and your existing customers
    1. They review and qualify us so why shouldn’t we do the same
    2. Interview them early in the process to make sure you fit
      1. Explain why this is important to your client – if they are a good fit they will understand and it will build trust
    3. Don’t be afraid to walk away from a client
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