Right-Fit TM

Clients

What is a Right-Fit Client™

A Right-Fit client is a client you were meant to serve. Your process, products, and/or services are
the perfect match for their situation.

Question
If a client isn’t a perfect match for your business – the work you like to do and the direction in
which you’re taking your business – are you the right person or company to be serving that
client? Perhaps not. One could make the case that taking on clients that aren’t a perfect fit for
your business creates lose-lose situations.

Not every business is in the enviable position of accepting only Right-Fit clients. Nevertheless,
it’s a good idea to know the characteristics of your Right-Fit client; so you can do what it takes to
attract and convert more of them. Since most people will tend to introduce you to people like
themselves, over time you will develop a critical mass of Right-Fit clients that will take on a life of
its own. Your Right-Fit Clients will begin to provide you with unsolicited introductions.

You Will Create Exponential Growth by Multiplying Your Best Clients!

FROM BILL CATES, CSP, CPAE

 A CHECKLIST FOR RIGHT-FIT

YOUR RIGHT-FIT CLIENT CHECKLIST

While every business and every situation has its unique attributes, here is a checklist you can
use to begin to identify the characteristics of your Right-Fit Clients (RFC):

PROBLEMS
What are the top 3 problems your product or service address? Your RFCs know they
have these problems and will usually invest time, energy, and dollars to fix them.

OPPORTUNITIES
What are the top 3 opportunities your product or service address? While some of your
RFCs may not know about these opportunities, they usually get interested in them.

FINANCIAL CAPACITY
A RFC will always match the financial demographics you desire. Their financial
situation is such that you are able do the work you like to do.

ATTITUDE / MINDSET
The overall philosophies you bring to your work will resonate with your RFCs. When
you talk about your values and perspectives, they nod their heads in agreement.

DEMOGRAPHICS
In addition to the financial demographics, your RFCs measure up with all the other
demographics that are important to you such as location, revenue/income, etc.

1. Get crystal clear on who a Right-Fit Client is for you. Tell your other RFCs that you are on
a mission to serve more people/businesses like them. Multiply our best clients!
2. Learn (and use) our proven process for enhancing client engagement and creating more
introductions from your best clients and centers of influence. www.TheCatesAcademy.com

www.ReferralCoach.com
301.497.2200 © 2018 by Bill Cates
ReferralCoach.com
info@referralcoach.com