How to Stop Chasing Clients and Get What You Need
In the world of business, it’s common to feel the urge to constantly follow up with potential clients, customers, or collaborators to secure information, payments, or approvals. However, this approach can lead to a cycle of frustration and inefficiency. This guide will show you how to shift your mindset and strategy to attract clients who are ready to engage, ensuring a smoother process for everyone involved.
Understanding the Pitfalls of Chasing
The core principle is simple: if you find yourself needing to chase someone to become a customer, you’ll likely need to chase them for the information and cooperation required to fulfill your project or service. This extends to future needs as well. Constantly pursuing individuals for action can indicate a lack of commitment on their part, which can manifest as delays, missed deadlines, and difficulties in obtaining necessary inputs for your work. The goal is to avoid situations where you’re blocked from progressing because you can’t get what you need from the client.
Implementing a Screening Process
The act of not chasing people to become your customers is, in itself, a powerful screening tool. It helps to identify individuals who are genuinely interested and ready to move forward. Those who are proactive and responsive are often the ones who will be easier to work with throughout the project lifecycle.
Set Clear Expectations from the Outset
When you first engage with a potential client, clearly outline the process, timelines, and what you will need from them. This includes information, approvals, and payments. Be specific about deadlines and the consequences of delays.
Establish a Limited Follow-Up Protocol
Decide on a reasonable number of follow-ups you are willing to conduct. For example, after sending a contract or invoice, a single follow-up call or email after a day or two is often sufficient. This follow-up should be a gentle reminder and an offer to answer any questions, rather than a demand for action.
Expert Tip: Frame your follow-up as a service. Instead of saying, “You haven’t paid yet,” try, “Hi [Client Name], just checking in to see if you have any questions about the invoice or need any further information from my end.” This maintains a positive tone.
Observe Client Responsiveness
Pay close attention to how quickly and effectively potential clients respond to your initial communications, proposals, and requests. If there’s a significant delay or a lack of response after your initial outreach and gentle follow-up, consider this a red flag.
Recognize the “Chasing” Indicator
If a prospect requires multiple, persistent follow-ups just to get them to sign a contract or make a payment, it’s a strong indicator that they may be a difficult client to work with. This pattern suggests they might also be slow to provide necessary project details, feedback, or approvals later on.
Prioritize Engaged Clients
Shift your focus and energy towards clients who demonstrate proactive engagement. These are the individuals who respond promptly, ask clarifying questions, and show a clear commitment to moving forward. They are more likely to be valuable partners in the long run.
Be Prepared to Walk Away
Understand that not every potential client is the right fit. If a prospect consistently fails to meet your communication standards or requires excessive chasing, it is often more beneficial to politely disengage. This frees up your time and resources to focus on clients who are a better match for your working style and business needs.
Warning: While it might feel counterintuitive to turn away potential business, consider the long-term costs of a difficult client, including wasted time, stress, and potential damage to your reputation.
Refine Your Ideal Client Profile
Use your experiences to refine your understanding of an ideal client. What are the characteristics of clients you enjoy working with? What communication styles and responsiveness levels do you prefer? This will help you better identify and attract similar clients in the future.
The Benefits of a Non-Chasing Approach
By adopting this screening method, you naturally filter out clients who are likely to cause problems down the line. This leads to a more efficient workflow, reduced stress, and stronger relationships with clients who are invested in the process and respectful of your time. It allows you to focus your energy on delivering excellent work for clients who are genuinely ready and willing to collaborate.
Source: Why you shouldn't chase people to get what you need from them – info, payment, etc. (YouTube)
