To make more money in sales, sometimes you have to fire your clients.
To keep your business lean and your time managed, you need to focus most of your resources on those people who continue to exchange value with you.
What do I mean by ‘exchange value’? Well, any good business relationship is always give and take. Yet if you find yourself always giving, or some of your clients always taking, you will wear out your resources long before you meet your financial goals.
Each give and take scenario must always be analyzed within a context, so I cannot sit here and say, “Well if X happens, you need to fire them.” Instead, I leave that decision to you.
However, far too many people hang on to takers in the hope that if they give just a little bit more, maybe that person will buy, yet it never happens.
Action – Review your client list. Have an honest look for who is exchanging value with you … and then let everyone else go.
You do nobody any favors by running after people who clearly aren’t interested in your solutions. Make room for those who are!
(Originally broadcast March 13)