a single source, nothing corroborates it

Screen clients on what they already believe

Define the buyer by the beliefs they have to hold before hiring you is even possible, not by industry or headcount, and write down the personality traits you want alongside the commercial criteria. Screening on both is what keeps the work enjoyable and the sales conversation short.

The method

1. 01

   Define your ideal client by what they must already believe before they can hire you, not just by industry or size.

2. 02

   Write down the personality traits you want in a client alongside the commercial criteria, and screen on both.

3. 03

   Drop the worst fifth of your client list, and define in advance the behaviours that put someone there: ignoring your boundaries, paying late, stalling decisions, haggling, and going quiet mid-project.

What it returned

• Austin's clients have to believe that content marketing generates leads, and in generosity and consistency, or an ongoing retainer will not appeal to them.

Sources

• The Ultimate Guide to Building Client Relationships - Double Your FreelancingAustin Church · doubleyourfreelancing.com · Define “high-end client” for yourself. · 2016-09-12