Attract More Clients By Dumping the Junk – Your PITA Clients!

Updated: October 06, 2010

Why You Should Fire the PITA Customer

You can see the warning signs a mile away as they...

* Push you on price
* Threaten to take their business to your competitors
* Make unreasonable demands
* Masquerade as the decision-maker
* Don't return phone calls; yet expect fast, complete and reliable delivery of your service.

These clients do nothing more than create added stress that you don't need in your life, PITA customers are never happy. They drain your energy, test your patience, and waste your time. They demoralize your entire sales team. Yet companies accept this bad business continually, thinking bad business must be better than no business.

But is it?

Dump the Hidden Costs and Start Attracting More Clients

When organizations take on bad customers, they pay a hidden cost as they leave thousands to millions of dollars on the table. By focusing on PITA clients, many business owners are losing the opportunity to use those resources going after and servicing the phenomenal clients they want and need to make money! Collect too many PITA customers and watch your profits dwindle... not a compelling scenario.

Why accept business from a few customers who drive us crazy and drain our resources? Many salespeople say they sell to "anyone who fogs a mirror"-because of a looming quota, or because their company insists on certain deals. Many sales organizations create unrealistic expectations that they can turn a bad situation into a good one.

Are you dreaming?

Bad business is bad business.

Period.

Dump the Junk and Attract More Clients Who Want Your Help - And Is Willing to Pay For It Dearly

Targeting just "anyone" often means attracting more PITA customers. Never ask a PITA to refer you.

Why?

Because PITAs hang out with other PITAs. They belong to the same organizations, play golf together, and love telling stories about how they negotiated an unprecedented deal, or whipped a salesperson into shape.

Your best sales decision: Fire the PITA. Don't take them in the first place, and if you have one, recognize you have a PITA situation and fight back.

Yes, fight back! Don't take their abuse. You deliver a service that boosts their business. If they push you on price, be willing to walk away. That really turns the tables.

To demonstrate this point, picture two people standing with their arms out straight, pushing on and resisting each other's hands. No one gets anyplace. It's a stalemate.

Now re-create the same picture: One person stops resisting. What happens? The other person moves toward the one who ceased resisting. The same thing happens when you're willing to walk away. Sometimes you'll walk, but many times the PITA comes to you.

Featured Research
  • Is Your ERP Solution Out of Date?

    Enterprise Resource Planning (ERP) is a modern, large-scale software program designed to help businesses improve the internal flow of important corporate processes and communication. more

  • How Video Conferencing is Transforming Healthcare

    The telemedicine revolution is finally happening. Experts have been discussing the potential for patients and healthcare providers to connect remotely for years, but the market is just now moving to adopt it—in a big way. Data suggests this market will grow over 14% annually through 2020! more

  • How to Update Your Contact Center Software

    If improving customer experience is important to you (it should be), then 2017 may be a good year to reevaluate the software you use for your contact center. With customer preferences shifting, the importance of an efficient contact center has never been higher. You cannot afford to simply focus on keeping costs low. Significant competitive advantages are available to businesses who manage this area effectively. more

  • Leading the IT Revolution

    The status of technology within an organization is rapidly evolving—and so is the role of the CIO. With breakthrough capabilities enabled by new technologies, a growing shortage of available developers, and an increasingly tech-savvy business user, the role of IT—and the CIO in particular—is morphing into one of strategic advisor to the business and driver of innovation within the company. more

  • Leading the IT Revolution

    The status of technology within an organization is rapidly evolving—and so is the role of the CIO. With breakthrough capabilities enabled by new technologies, a growing shortage of available developers, and an increasingly tech-savvy business user, the role of IT—and the CIO in particular—is morphing into one of strategic advisor to the business and driver of innovation within the company. more