As a sales professional, it doesn’t typically make sense to walk away from clients. When you have clients, you have a paycheck. Sometimes, though, it’s better to cut ties with a client than keep working with them. Whether they drain your time and energy, or they bring you constant stress, some clients just aren’t worth the trouble.

Frank Sonnenberg, an award-winning author and small business expert, asserts that subtracting business matters as much as adding it. If you balk at the thought of turning away business, especially given the current economic climate, read on. In this issue of Promotional Consultant Today, we share 10 examples from Sonnenberg of when you are better off declining business.

1. You have to make a steep discount. If you have to offer a significant price reduction on your products and services just to get the order, the customer may not be worth it.

2. You sell just to get the business one time. Remember that one-time sale should never trump a long-term customer relationship, says Sonnenberg. Never sell a product or service that does not solve the customer’s problem.

3. You make promises you cannot keep. Another sure sign you should walk away from a client is when you cannot deliver on your promise. If you don’t have the resources, capacity or experience to do what you say you will do, do not try to fool the client. You are better off not closing the deal.

4. The customer makes unrealistic demands. Some clients are impossible to please. If you work with someone who is perpetually demanding and expects special treatment, you probably won’t ever make them happy and they’re likely not worth the trouble.

5. You do not enjoy working with the client. Whether they’re mean or disrespectful, if you dread having to work with a particular client, you should probably cut ties. And remember not to take their attitude and behavior personally, notes Sonnenberg.

6. You repeatedly get pulled away from your other clients. If your high-maintenance customers are distracting you from your other valuable clients, you may want to reconsider the relationship. You don’t want your other customers to feel neglected and end up losing their business.

7. The client bosses you around. When customers want to show they’re in charge, they may try to take advantage of you or nickel-and-dime you. This behavior can drain your bottom line—and your energy.

8. You feel compelled to win at any cost. Sonnenberg says some sales professionals will do anything to win the business—including making promises they will later regret.

9. You take on any client. Just because someone wants to work with you doesn’t make them a natural fit for your products and services. When you try to be all things to all people, you set yourself up to be mediocre at best, says Sonnenberg.

10. You agree to unethical or illegal demands. You should never sell your soul just to make a sale. If a client tries to talk you into doing something deceptive, walk away.
You have control over your client list. If you work with customers who constantly ask for too much or just leave you feeling drained, it may be time to let them go. By releasing the clients who bring you more stress than profit, you free up your time to work with people who better align with your goals and values.

Compiled by Audrey Sellers

Source: Frank Sonnenberg is an award-winning author and a well-known advocate for moral character, personal values and personal responsibility. He has written seven books and was recently named one of “America’s Top 100 Thought Leaders” and one of “America’s Most Influential Small Business Experts.”