10 Characteristics Of Bad Fit Customers
Bad fit customers will stifle your ability to grow and prosper, so the earlier you can spot them and then migrate away from them the better.
So, how can you spot a bad fit customer? They will normally have some, if not all, of the following characteristics;
1) Business is always based on price
2) No long-term security of supply
3) Do not work with you to resolve issues
4) Blame culture (guilty before proven innocent)
5) Poor scheduling and visibility of orders
6) Poor payment record
7) You feel a threat is hanging over you
8) Short lead times and late changes
9) The margins are poor
10) They absorb a lot of management time
There are over 7 billion people on the planet and everyone is different. I believe businesses are the same – they are all unique and, as such, they have different strengths and weaknesses. Therefore, every business will have their own set of advantages, which will only truly appeal to good fit customers. Those customers that do not value your advantages will not be willing to pay for them and so you will either be forced to compete on price or lose the sale.
Nobody likes turning down business, especially if it’s a big order, but sometimes it is the only sane way to proceed.
But I hear some of you say “Most of my customers are like this”. If that’s the case, then getting a handle on what differentiates you and then finding customers that value it could be a great place to start.
About the Author: Tony Prouse
Tony Prouse is a well-respected strategic mentor. From his personal experience and through his work with the Institute for Manufacturing at Cambridge University, Tony has been instrumental in developing strategies for a wide range of businesses.
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