In a group coaching session a while back, a client mentioned that she’d been talking to a potential client who ‘had a lot of complaints about their previous teachers.’
RED FLAG ALERT!!!
Of course, people can have bad experiences. Maybe even more than once. But if you’re hearing a whole litany of complaints about everyone they’ve ever worked with, beware. It could be you they’re complaining about next.
Often we’re tempted to override our instincts because we need or want the client, because we feel sorry for them, or simply because we’re too scared to turn them down.
And sometimes we’re so relieved that someone actually wants to work with us that we don’t stop to consider whether we want to work with them.
But ignoring client red flags can be an expensive mistake, in terms of time, money and emotional energy.
Part of the reason for having your own business is that you get to choose who you work with. So don’t let your fear of not having enough (otherwise known as scarcity mindset) blind you to the red flags waving away in the wind.
Here are a few others to watch out for.
1. They constantly try to get more and more out of you for free
You know the sort of thing. Someone books a discovery call, asks lots of questions, requests advice about their particular situation and then follows up with even more questions.
And all the while, they’re dangling the possibility that they might eventually sign up.
Don’t fall into this trap.
Help as much as you want to help, but if you choose to give someone free advice, do it because you’ve decided that’s what you’re happy to offer, rather than because you’re hoping it will persuade them to become a paying client.
Of course, it’s perfectly reasonable for someone to ask questions before deciding to work with you. But there’s a difference between wanting to understand what they’re buying and expecting you to provide the service before they’ve paid for it.
And if someone is already pushing your boundaries before they’ve become a client, it’s worth considering what working with them might actually be like.
2. They keep pushing back on your prices or terms
Perhaps they tell you that you’re charging too much, repeatedly ask for discounts, argue about elements of your contract or mutter about how they’d better get a good return on their investment.
Now, to be clear, there’s nothing wrong with someone asking about your prices, wanting to understand what’s included or checking the terms of an agreement before signing it. In fact, I’d be rather more concerned if someone agreed to everything without having properly understood what they were committing to!
The warning sign is when they’re repeatedly challenging your professional judgement, trying to push you into concessions you’re not comfortable with, or making you feel that you’ll have to prove your worth at every turn.
If you’re anything like me, this can trigger your desire to be perfect and take responsibility for EVERYTHING, big time.
Which isn’t particularly helpful.
Before you know it, you might find yourself overdelivering, making endless exceptions or feeling anxious about whether they’re getting enough value, even when you’re doing exactly what you agreed to do.
Of course, sometimes a potential client simply can’t afford your services, and that’s fine. You can decide whether you want to offer a different option or payment arrangement, but you don’t have to negotiate away your boundaries to win the work.
3. They have completely unrealistic expectations
Maybe they’re the kind of student who pronounces IELTS ‘eye-lets’, and yet still expects you to get them to an 8.5 by the end of the month.
Or perhaps someone wants you to transform their confidence in speaking English in three sessions, despite having avoided speaking it for years.
There’s nothing wrong with having ambitious goals, of course. And sometimes clients genuinely don’t understand what’s involved in achieving them.
That’s part of our job as professionals: to explain what’s realistic, what will be required and what we can reasonably help them achieve.
But if you’ve explained all of this and they’re still insisting on results you know you can’t promise, I’d think very carefully before agreeing to work together.
Don’t set yourself up for failure, and don’t let clients dump the entire responsibility for their results onto you.
You can provide excellent teaching, coaching, training or other professional support, but you can’t guarantee outcomes that depend on factors outside your control, including how much work the client is prepared to put in.
How to avoid taking on clients with red flags
Maybe you’ve recognised some of these situations, but you’re still wondering HOW you’re supposed to avoid taking on clients when you need the work.
And I do understand that. It’s much easier to turn down a client when your diary is full and you’ve got plenty of enquiries coming in.
If you’re constantly worried about where the next client or project is going to come from, it’s very tempting to take whatever’s offered.
That’s why having clear messaging and a consistent way of attracting right-fit clients is so important. The more confident you are that there are other opportunities out there, the less likely you are to feel you have to say yes to someone who clearly isn’t right for you.
But there’s also the question of having the confidence to actually turn someone down.
And I know that can feel really uncomfortable, especially if you’ve already had a long conversation with them or they’ve made it clear they’re keen to work with you.
Remember, though, that as Brené Brown says, ‘Clear is kind.’
And that doesn’t mean you have to explain exactly why the very thought of working with them is giving you shivers!
You can simply say something like:
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‘I really appreciate your interest, but having talked things through, I don’t think I’m the right person to help you.’
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‘It’s been good talking to you, but on balance, I don’t think we’d be a great fit.’
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‘Thank you for considering me, but I don’t think this particular project is quite right for me.’
If saying it during a call feels too difficult, there’s nothing wrong with sending an email afterwards. You can always begin with, ‘Having given it some thought…’
Finish by thanking them and wishing them luck, and don’t get drawn into making excuses or providing long explanations.
Of course, if someone has simply misunderstood what you offer or has concerns you can reasonably address, you may decide to have another conversation. Every question or objection isn’t a sign that someone is going to be a nightmare client.
But if you’re seeing a pattern of unreasonable expectations, boundary-pushing or disrespectful behaviour, pay attention.
And remember that turning down the wrong client leaves you with more time and energy to find and serve the right ones.
Trust me, you’ll be so glad you did this in the end.
Want to feel more confident running your freelance business?
If you sometimes struggle to trust your judgement, worry about disappointing people or find yourself saying yes when you’d really rather say no, you’re certainly not alone.
In my Feel more confident running my business Resource Centre, I’ve brought together practical articles and videos to help freelance language professionals overcome self-doubt, set boundaries and make business decisions with more confidence.