Some clients just don’t bite. No matter how good you are or how well-suited you are to meet their needs, there are clients who just won’t buy from you. Successfully selling professional services is largely based on personality and chemistry. In any given professional services sector, 60% to 70% of decision makers are a match for your skills and—more importantly—your personality. With the other 35%, something just doesn’t click.
It is good business to pursue the best (and highest spending) clients, but sometimes the chemistry is missing. While it’s hard to resist the lure of the one who got away, be careful to not let fantasy take over when there’s real money to be made elsewhere. Too frequently, we take refusal as a personal challenge. There’s a push to spend our limited resources on converting disbelievers who never intend to buy instead of focusing on the majority of buyers who are a good match.
Are You a Chemistry Major?