Losing a client is bad – right? As my CPA likes to say, “It depends.”
I hate the fact that we use the dreaded “Mission-Vision-Values” troika in our work with our clients. Not that it isn’t powerful and useful – it is at the bedrock of everything we do. But, it’s an eye-rolling, trite phrase that anyone who suddenly decides to become a consultant starts using. In fact, it has made a barrier with some of our clients that have gotten burned by some of these well-intentioned folks.
What does this have to do with the title of this blog? Lots.
Losing a client that isn’t a fit for your Ideal Client Profile is not a bad thing, it’s a great thing. We have all brought on clients that we knew were not the best fits for us – kind of like dating someone that you just know isn’t a good fit but you hope and plan to “work with them”. As I tell my kids – don’t settle! You will be happier, more productive, less distracted and will be able to bring on folks who are a great fit for you. Don’t mourn the loss when you lose a client that isn’t a good fit, get on with life and your business to find the clients that are a good fit.
Now the other side of the coin. Losing a client after you made a difference isn’t a bad thing, it’s a really great thing. If you have made a huge difference for your client and they are happy, you are ready to move on. It’s okay – you can let them go. In doing so, remember that you did a lot of great work for them that can help other people.
Then, help them to help you!
Those clients that have to move on after a great relationship can still provide you a testimonial, references, and other things that allow other folks very practical means by which your help is understandable. Use the great relationship you have forged to spawn other ones and be grateful.
Feel better about losing clients now?