Sometimes it’s a smarter move to say ‘NO’ to a new client or opportunity.
But how do you know when to say ‘yes’ and when to say ‘no’? And, what’s the difference between a good opportunity and the RIGHT opportunity for you?
- Your values and strengths.
- Your work-style preferences.
- Your business model and vision.
Factor those things into a set of “success criteria” as a way to filter out your best opportunities before you commit.
What do all these situations have in common?
- Enrolling a client for low fees because you’re afraid to charge more.
- Reducing your fees if a potential client balks because you figure it’s better than losing a client.
- Continuing to network in a time-consuming way because it might pay off… someday.
- Saying ‘yes’ to a collaboration or request for a presentation because it feels so good to be asked and you don’t want to let anyone down.
They are all decisions driven by scarcity thinking.
Almost all coaches and service providers find themselves in this pickle at some point. You start out eager for any kind of client or opportunity and wake up one day saddled with clients and client attraction strategies that don’t fit or pay off. It holds you back from the kind of success and enjoyment you want from your coaching business.
To breakthrough this conundrum start by flipping the way you’re thinking about your value and your business. Ask yourself:
If I was already content with my income and in high demand what kinds of clients and opportunities would I pursue or accept?
Dig into this. Give yourself some time to answer from your highest self with integrity and trust. If you’ve been in business a while, use your experience to guide you. If you’re new to your business start with the vision of what you want your coaching business to be like. Consider:
- your niche and target audience
- your values and vision
- your skills and strengths
- what kinds of clients you enjoy and work best with
- what kinds of networking or client attraction opportunities would best utilize your strengths
- what kinds of collaborations with other service providers you’d enjoy
Use Success Criteria to Uncover Right Opportunities
Your success criteria might be very different than mine. And I thought it might be helpful for you to see an example as you put yours together.
Before I say “YES!” to any new networking opportunity or client attraction process, I determine whether it:
- Gives me exposure to ideal prospects in my target audience.
- Has the potential to pay me well by boosting my list or enrolling ideal clients.
- Allows me to work in a way I enjoy.
- Builds my credibility and brand.
- Helps me create resources, infrastructure or marketing pieces that I can reuse.
Before I enroll new clients I ask myself if they seem like the type of person who:
- Invests in their own success.
- Will show up, be present and do their work.
- Is open to collaboration and change.
- Takes responsibility for their decisions and actions.
- Is heartful, has integrity and a sense of humor.
- Would be fun to connect with.
The year I started making business decisions with these Success Criteria:
- My satisfaction with my coaching business soared, because all my clients were ideal.
- My clients stayed longer, made more progress, and referred more clients.
- The marketing opportunities I said ‘yes’ to put me in front of more ideal prospects, generating more qualified leads and boosting my revenue.
- My income doubled while I worked fewer hours, leaving me time for more clients and high payoff opportunities.
Share your success criteria and ask any questions HERE. I can’t wait to see what’s guiding you to the best clients and opportunities in your business.