They have a pulse and a pocketbook - I want them! Is that how you select your clients? Do you care only that they are willing and can pay you? What happens if you don't like to work with them? What happens if they are difficult and cantankerous? How much fun is that?

Believe it or not, we get to choose our own clients - just as they get to choose us. In the Book Yourself Solid Red Velvet Rope Policy we very gently keep out the people that are not a good match for us. You see, there are certain people we are meant to serve and others that are meant to be served by someone else. That's why there is actually no competition in the world - there is only the matter of attracting the people you are meant to serve.

So how do you do that?

First You Have To Recognize Them

If you don't know what your ideal client looks like and acts like, you'll walk right by them. Who do you serve? Where is your passion? Why do you get up in the morning? Those are the people you want to attract. Make a list of the qualities you want in your ideal client - proactive, intelligent, creative, honest, reflective, curious, appreciative, kind, deeply in service. It's your list - write it down.

Then You Have To Find Them

Where does your ideal client hang out? If I want to sell engine parts I'm not going to go to a cooking exhibition to find potential buyers. Go where your ideal clients are and stand in front of them. Hold up a sign that tells how you can help them and simply be available.

What Needs Do You Plan To Meet?

People look for services or products when they need them. But what do they need them for? What has happened in their life that makes them need what you have to offer right now? What need are you going to meet? What desire are you going to fulfill? That's what you talk about. That's what you write about. That's what you offer. See how much you can help your ideal client.

Stop Selling, Start Serving

Selling is the old way. Serving is the new way. If you put yourself in the mindset of always being in service, you'll be surprised at what happens. Your enthusiasm, your passion, your excitement about helping others will attract like a magnet and draw to you the perfect people you are meant to serve.

Go ahead, try it. Don't just open your door to everyone. Be choosy. Focus on finding and serving the people you are meant to serve. When you do you'll find they energize and inspire you and you will do your very best work.