You Don’t Need a Time Machine
The Sales Squirrel Trap: How Firing Bad Clients Can Boost Your Income
Lori was drowning in her own success. "I don't have enough time in the day to prospect. I'm too busy keeping my current customers happy," she told me when we first met.
I thought that sounded like a good problem to have. Boy, was I wrong.
"Hell no, it's not," she snapped, sounding more unpleasant than week-old sushi.
The Squirrel Trap: When Sales Success Becomes a Curse
Turns out, Lori was stuck in the classic squirrel trap. She'd built her business on smaller general contractors - the "squirrels" of the industry. These little guys loved her because everyone else ignored them.
But now? She was drowning in a sea of needy, low-paying clients.
Identify Your Ideal Client: The Squirrel, Deer and Elephant Approach
When I told Lori about the squirrels, deer and elephant analogy, she looked like she was gonna hurl.
"Ugh! I have a book full of squirrels," she groaned.
Lori had been so focused on closing deals that she'd never stopped to consider the quality of her customers. She was working 50-60 hour weeks, making a measly $50K, and her husband was complaining that she was always tired and grouchy.
The Solution: Raise Your Prices to Get Out of the Squirrel Trap
After Lori handed over her credit card (smart move), I hit her with the truth bomb:
"Raise your prices," I said. "Raise your prices by 100% on your squirrels and yes, half of them will leave."
Lori balked. She didn't want to "devastate" her customers.
But here's the kicker: She had been choosing her customers' happiness over her own. Talk about misplaced loyalty.
The Results: Less Work, More Money
With some coaxing, Lori raised her prices by 50%. She lost about a third of her customers, but guess what? She's back to working 40 hours a week and closed two new "deer" accounts in one month.
Are You Stuck in the Squirrel Trap?
If you're like Lori, struggling because your business is in chaos and you don't have enough time to get it all done, it's time for a wake-up call.
Are you:
● Worried about closing bigger accounts because you can't handle the workload?
● Hitting an income ceiling and don't know what to do?
● Choosing busy over successful?
Remember, busy is a drug. It's addictive and will burn you out faster than a match in a hurricane.
Time To Change Your Sales Prospecting
It's time to raise your prices, fire your worst customers and start making the money you deserve.
Book a call with me to discover how to stop being a slave to your squirrels and start hunting some deer. Let's talk.
Bringing Honesty, Transparency, and Selflessness to Business.
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