Client Red and Green Flags — What to Look For

Client Red & Green Flags — What to Look For

After many years in business and literally hundreds of Discovery Calls chatting with potential clients, I’ve noticed lots of patterns. Today we’re going to talk about what to look for during intro calls, and how to interpret what potential clients really mean when they use common phrases.

First, let’s back up. If you’re a service-based business and don’t currently do intro calls, consider adding this to your process. We offer free 30-minute Discovery Calls, during which I meet with the potential client over a video chat and discuss their business history, goals, and which of our services might fit their needs.

These calls are super helpful for both parties. On the potential client’s side, they get to meet me and get a feel for my personality in order to develop trust. They can also ask questions and learn more about our process and services. Most importantly, they get to feel seen and heard—like a real human actually cares about their business and their unique dreams and the problems standing in their way

For my team and me, we get to interview the client and make sure they’re the right fit for what we do. We’re not a perfect fit for everyone, and we’re not trying to be.

In the vein of reciprocal interviewing, I ask lots of questions (reply to this email if you want the actual script I use). And with so many of these calls now under my belt, I can determine pretty quickly, even from somewhat cryptic answers, whether the potential project should move forward.

Here’s how I interpret general comments during an intro call—

(questions and answers should easily apply to photographers, interior designers, and most other service providers)

“I have no idea what I’m looking for.” — red flag.

Translation: “I’m going to at first say I have no opinions, but then I’m going to see the first draft and hate it, but not know exactly why or what I want to change. So you’ll have no idea how to please me.”

“I know exactly what I want. I just need someone to make it.” — red flag.

Translation: “My vision is very clear, but probably unattainable, because I’m not familiar enough with whatever platforms you use to know their limitations or how to use them.”

“I’m in no rush, whenever is fine.” — yellow flag.

One great potential translation: “I’m willing to wait until you’re available because your talent and proficiency is worth it.”
Alternate not great potential translation: “Don’t hold anything on your calendar or bank on the earnings from this project because I’m not feeling any urgency or commitment.”