Do you have clothes in your closet that make your
heart sink when you think of wearing them? Maybe they no longer fit,
or the last time they were in fashion was when Pat Benetar was singing,
"Hit me with your best shot!", or the person you were when
you bought them isn't someone you even recognize anymore.
Well, the same thing happens with clients. Some
no longer fit. Others are vintage, holdovers from a time when you
were just getting started, or willing to work with anyone who would
fog a mirror.
Cleaning out your "client closet" is a
MUST if you want to make room for new clients
who are the perfect fit for you
now, and will happily
pay you more.
But shedding a client is not the same thing as getting
rid of a piece of clothing. This is a real, live person, with thoughts
and feelings, and needs and desires that, up until now, have been
yours to try and fulfill.
So what do you do when you want to cut loose but
you definitely do NOT want to hurt anyone's feelings?
Here are 5 simple tips to clear out your "client
closet" and make room for new, exciting clients that will feel
like instant favorites!
Tip #1 Stop trying to make it all okay for everyone!
Ladies, listen up and repeat after me, "I am not responsible
for my clients' life or business." Pardon me for talking tough
here, but no one crowned you "she who is responsible for all",
now did they?
Your job is to do an extraordinary job for your
clients. When it's time to move on, your job is to still do an extraordinary
job for your clients, by being loving, kind, and above all,
honest!
Trying to make it all okay for your client has a
positive intention, but the actions that stem from it are more smothering
than truly loving.
Opt instead to take responsibility for yourself!
And in doing so, you'll carve out a path of clarity and decisiveness
that your soon-to-be-free clients will pick up on.
Tip #2 Give yourself permission to let go of guilt
Feeling guilty doesn't help. In fact, I've seen it make most situations
difficult, complicated, and messy. Guilt is one of those emotions
that keeps us stuck. It also is very "me" focused, which
is not where you really want your attention to be, is it?
Instead of feeling guilty and nagging yourself with
the, "But she was there for me when I was first getting started"
speech (or whatever your version of the "but..." conversation
is), consider this: by doing right by yourself, you are doing right
by your clients. You're setting an example of courage, boldness, and
self-care by making a decision—and following through—that
isn't always easy.
Take my word for it, your clients (yes, even the
ones you're letting go of) will be impressed with your clear direction
and sticking to what works for you.
Tip #3 Ask yourself "who wants what you have?"
Being ready with a referral when you're letting a client go feels
great, and sends them on their way with a resource to take your place.
Be sure and tell them why you love referring to
their new resource, and they'll quickly gain confidence in their new
opportunities.
Tip #4 Don't hang on to anyone but the best
Letting go of "they're not that bad" clients can be a lot
tougher than the ones that are clearly no longer a fit. Clients earn
their mediocre status by being late paying you, late to appointments,
slow or no referrals, not following through with assignments, or changing
appointment times.
Whatever the reason, you know you're not really
thrilled to work with them. They're okay, but not great. They a nice
person, but the drama they bring in to your working relationship keeps
them (and you) from getting the high level of results that are possible.
These are the types of clients that are taking up
far more of your time and attention that you realize. Here's a quick
test: think of working with them for the next year. Now think of NOT
working with them again. Which feels better?
If you're instant, unedited response was to feel
relief, then you know what to do, sooner, rather than later. I know
it's hard but the lift you're going to feel is worth oh-so-much-more!
And the wonderful new client you'll bring on board to take their place
will be a delight.
Tip #5 Stay focused on your heart, what you want,
and where you're going
Looking back can bring on a touch of sadness. Try looking ahead at
where you're taking your business. Think of someone you are really
excited about working with. By keeping your focus on what's ahead,
you'll free yourself from any wistfulness that may try and pull you
back.
In the end, being fully present for your clients,
day in and day out, even in a completion conversation, is a gift.
Like finding a home for that metallic fringe jacket with the big shoulder
pads, circa 1981, letting go of clients who no longer fit your business
model (or your energy) creates a positive vacuum that the universal
will quickly fill with perfect new clients you love as if they were
old friends.
