This Tip looks at 25 examples of what not to do with a potential new client, if you want to get their business.
What NOT to DO with a Potential New Client
Tell Them They’re Wrong or Push Them
1. tell them what they’re doing wrong
2. push them to do more than they are ready to do
Get Lost or Put on Hand Cream
3. get lost and be late to the meeting
4. put on hand cream just before you shake their hands
Train and Make Assumptions
5. turn the interview into a training session
6. assume that you are the only consultant being interviewed
Suggest Culpability or Terrify the Client
7. firmly suggest that the client consider his or her culpability for the issue under discussion
8. terrify the client that sensitive issues will need to be discussed
Request Betrayal or Crack a Joke
9. ask the client to betray their loyalty to management. It doesn’t matter how poor the management appears to be
10. exhibit a sense of humor when the client is humorless
Lose Clothing or Flirt
11. lose articles of clothing or jewelry during the interview
12. flirt with the client
Think Out Load or Not Research
13. think out loud when asked about a potential approach to an issue
14. neglect to do research on the client. Consequently, references and examples aren’t relevant to their industry
Do Free work or Assume Payment
15. do lots of work for the client in good faith prior to receiving a signed contract
16. make assumptions that the fee is understood rather than explicitly stating the fee upfront
Bid on Unclear Work and Take Things Personally
17. bid on work without a clear idea of the context. Also, not knowing extenuating circumstances that may affect the time involved
18. take personally the personality traits of the client when under duress
Get Blindsided and Crusader Rabbit Without Control
19. get blindsided with additional issues or processes. This in information that the client neglected to mention. In addition, you had no reason to expect or inquire about these items.
20. go into the situation as the crusader rabbit. Be ready to take on the establishment and protect the employees. Do this when you are actually hired by the establishment. In addition, you have no real control over the situation.
Promise Confidentiality and Use Extreme Examples
21. promise confidentiality when you have no control over what people say
22. use extreme examples to make a point. Consequently, you distract and derail the client’s attention and comfort level
Minimize or Inadvertently Misrepresent Your Expertise and Not Check with References
23. humbly minimize your expertise and competence
24. neglect to check with references ahead of time. Overlook ensuring that they are willing and available to provide positive support
25. inadvertently misrepresent yourself, your expertise, or your experience