Be Wary of the Money-Losing Client

by | Mar 12, 2014 | Sales Motiviation

By Jeff Beals

When many sales professionals think of prospecting, they think only about the prospect’s interest in their businesses. While that is crucially important, great care must be taken to make sure the prospect makes sense for you too. If you harbor any doubts about the prospect’s likelihood of producing a profit for you, hesitate and do more study before bringing him or her on board.

Businesses have to be wary of the client who is too good to be true.

Too many times, businesses bring on a client who appears to be outstanding but ends up costing the company more than he generates. Such costs could include an actual loss of dollars, time, resources, reputation, goodwill or employee happiness and productivity. Factor in opportunity costs as well. A client who is marginally profitable but causes you to miss out on other business is indirectly a money-losing client.

Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to or email at or call us at (402) 637-9300.

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Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 5 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to or send an email to

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