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Needham, MA 02492



Chasing the Wrong People

My client seems embarrassed that she’s chasing a client for money.

I can’t hide my surprise — doesn’t she still require a 50% deposit before doing any work?

That’s when the truth comes out — this isn’t a client yet.

She’s chasing them for the deposit.

And it gets me thinking about your Elevator Pitch.

Because the reason to take a deposit is to weed out the tire kickers.

And the reason you set up coffee meetings is to weed out the no shows.

Yes, of course, coffee meetings are to get to know people.

But, here’s the key insight:

You can’t get to know them if they don’t show up.

Or if they don’t reply to your email

Or if it’s difficult to get on their schedule

Or if they suddenly ghost you…

So many people blame themselves, but your contact’s lack or responsiveness says more about them than it does about you.

And one big reason to invite someone to a coffee meetings is to make sure you can get in touch with them.

Of course, there’s more to it than that – hopefully much more.

And it’s a pretty low bar that someone should get back to you.

But so many people won’t.

I know from bitter experience that if someone struggles to pay my deposit, they’ll never, ever pay the final bill.

Yet I see so many professionals chasing after people who won’t respond to their emails

Hey – if it’s difficult to schedule a coffee meeting, that person won’t be a good connection.

So if you invite someone to a coffee meeting, and they don’t respond, then move on.

They aren’t a client until their deposit check clears.

And they aren’t a connection until you, well, actually connect.

Stop chasing them.

Focus on people who do return your calls.

Who are you ruling out of your network?

6 comments on “Chasing the Wrong People

  1. Great insight, Andy. I have experienced so many people, even those who initiate contact with me, become unresponsive. What a poor reflection on them and their lack of professionalism.

    1. Hi Jim – it is frustrating – yet I don’t tend to think of it as unprofessional. People are busy and have to prioritize. It’s always better to get back to people, and it’s equally important to spend more time with the people in your network who are responsive.
      Thanks for the comment!

  2. Absolutely! This was an eye popper. I am looking to have higher paying clients and as I increase my fees ( psychology&coaching) the less I have no shows and look lu’s.

    Thanks for all your good direction over the years.

    1. Sounds like your business is headed in the right direction! Keep focusing on people who appreciate your value!

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