You know not everyone is an ideal client. In fact, the wrong client can be downright bad for business. They cost money, drain morale and worse yet – may refer you to other prospects just like them!

Start sorting the best from the worst as part of your sales process. Don’t be why about who you want to work for. Incorporate “this product is not for you if…” language into your pitch, add a prospect identifying survey into your website, and/or publish prices – especially if they’re high. (You can always offer lower rates or added services as incentives during the sale).

You know the kind of prospect that is the best fit. Take a stand and build your system to filter out anyone who doesn’t fit that profile. Your profit margin and your team will thank you.