As a website developer, I have learned to “raise red flags” when a prospective client says certain things. for the purposes of this article, I have named these prospects, “The Expert Prospective Client”.

The expert – Knows how long a task will take before they ask.

They often say things like, “That’s just a simple task, isn’t it? I don’t think it will take long for you to do.”

The expert – Knows the value of our service, without asking for a quote.

They often say things like, “I just need this one thing done, it should be quite inexpensive…”

The expert – Has changed service providers recently.

They often have just left a previous service provider on questionable grounds. In some cases, they did not pay their final bill. They will say things like, “My last guy/gal used to nickle & dime me to death. Every time I turned around, they send me an invoice for something…”

The expert – Hires professionals, but openly admits that they could do it themselves.

They may say something like, “I could have done this myself, but my time is too valuable.”

The expert – Often offers to send you lots of new clients, provided you give them a good deal & do a great job for them.

They say things like, “I know a lot of people, if you do a good job for me I’ll refer you lots of business in the future.” These offers sometimes come as veiled threats if a project goes a bit sideways. The expert will say, “I wish we didn’t have to deal with this, I don’t know if I can refer my friends to you if this is how it is going to be…” It has been my experience that the people who use “referrals” as leverage, are the same people who never refer new clients.

My experience has shown that it is difficult to build a client/service provider relationship with the expert prospect.

Do you run across the expert potential client in your business? Have I missed any common traits in my list above?

David A. West

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Ulistic focuses on serving the needs of Business, REALTORS, and Information Technology firms across Canada and United States. Helping your business understand, deploy and leverage social media, search engine optimization and online communications to generate business opportunities and make an impact inside your community and industry.

My business partner Stuart and I are business professionals first. We understand what it takes to run a successful small business.

I invite you to reach out to me personally at 403.775.2205 or email dawest@ulistic.com. ]]> http://www.davidawest.com/2007/12/06/the-expert-prospective-client/feed/ 0