You Might Need to Fire Your Client If …

We all have at least one client with whom we don't like working. Before you get too excited thinking I'm going to say that it is OK to fire any client—regardless of the reason—think again.

What I am talking about are clients we don't like because after we do everything we do for them, we simply don't make any money from them. Not making any money off of a client goes beyond your commission or bonus. It's the bottom-line profit your company does not make because of the client.

No salesperson is going to intentionally go out and find unprofitable clients, but many times we end up with a few of them. We wind up with them not because of the price we charge them, but because of the intensity of their demands and requests. You know what I'm talking about. These are clients that seem to always want one more thing. No matter how good of service you think you provide them, they keep asking for something more.

The problem we get into is the more we serve the client, the more they expect from us. Each time we help them, they come away thinking of something else they want from us. These ongoing demands on your time (and the time of other people in your company) are what quickly erode profit, turning a once-profitable client into one that is completely not profitable.