Quality leads are better than a quantity of them

Quality leads are better than a quantity of them

Everyone worries about how many leads they generate each month and I'm over here worrying about catching one big fish.  Sure, a lot of leads is a great problem to have, but it's also a lot of work to be done and you likely don't profit as much if you're performing a service for each client.  Now, if you were to target the bigger clients, who don't require more work for each agreement, you will actually make more money and work less overall.

Quality leads can come in the form of smaller sales, the don't always have to be million dollar businesses wanting to hire you for the next 100 years, but they aren't as good to have as those deep pocket clients for obvious reasons.  Think about it, if you had 100 clients paying $150 a month, you would make $15,000 a month.  If you had 2 clients paying you $15,000 a month you would make $15,000 a month and not have to worry about 100 different emails every single day, answering mundane questions.

In this discussion I'll be going over why quality leads will always trump a quantity of leads



Less headaches
Quality clients usually do a bit of research before they contact you, and they tend to ask a lot of questions in the beggining to make sure you know what you're doing.  Sure, they will seem annoying at first with all their questions and tire kicking, but if you pass their tests you will have a great client on your hands.

Quality clients don't worry too much about what you're doing, as long as you're doing what you're suppose to.  I've had clients stick with me for 6+ years just because I contact them about what we're doing, even when we run into problems, and they are happy to stick with us because we treat them like quality clients. 

Quality clients might want you to get in touch with them once a month, or even on a bi-weekly basis, but that's not a big deal and you should oblige if they request it.  Think about it, if you have to talk with a client on the phone once a month, it's much easier to deal with than answering 64 emails coming in at all hours of the day from someone who just complains about everything that wasn't 100% perfect.


Deeper pockets
Quality clients usually have deeper pockets, and they will gladly use them if they like what you're doing.  If a client has deeper pockets, they're usually more well off with their company and don't mind hiring you for a minimum of 1 year compared to the quantity of clients who more than likely want to work on a weekly basis.

Now, if you can acquire quality clients with deeper pockets on a high quantity level, you're going to be very well off yourself


Longer business relationships
Like mentioned above, quality clients tend to stick around with you longer than the smaller clients.  This is because they can afford to stick around and see your work actually do what you say it will.  With all of my clients, I usually ask them to sign a 1 year contract and this tends to weed out the less quality businesses that might not want to invest in their own success.

Sure, not as many companies can take a risk of signing a 1 year contract, but I have gotten use to not having headaches from the businesses that are risking money on marketing and other services we offer.


Better referrals
Quality clients tend to refer people to you more often than others.  This is because they are genuine people and love what you're doing for them, or selling them in general.  Referrals make any business a better thing because the person referred tends to trust you a bit more since your current client basically gave you their stamp of approval.  If your quality client referred someone, you must be doing something right and the referral will be happy to work with you.




In Conclusion
Quality clients aren't always the bigger fish, they're just the clients who treat you better.  I've definitely dealt with high paying clients that want to micro manage everything we're doing, which is extremely annoying.  They read one book about what we are going to do for them and they think they're a genius on the subject lol.  I'd rather deal with 10 high paying clients that are a hassle than 1,000 low paying clients that do the same thing lol   High quality clients won't come to you, so get to marketing and show them why you're the best.  Have examples of your work on hand and be ready to answer a lot of questions, because they want to make sure you're the right company for them before they open up their wallets and possibly sign a 1 year contract with you



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Thanks!

Razzy