A big indicator of being a good fit for someone becoming a good client is that they are looking for answers.  They may say, "We make way too much money to feel this broke!"  They might be trying to make things work by reading a book, trying an app, or searching the web for advice.  Folks who are a good fit may be working overtime and holidays whenever possible or taking on a second job to help make ends meet.  Something else that is observable is the stress they carry all the time.  

My best clients start by holding yard sales.  They are trying to clear out the junk and sell off their surplus items which they no longer need.  They are getting ready to downsize.  One habit they generally have is they maintain their yard.  An behavior they all have is they go Out walking in the neighborhood during business hours every day, they have become retired empty nesters. They care about their health enough to be out walking, they generally also care about their property.   

The people who become my best clients usually have one thing in common: they’re already doing something to promote their business.

I watch for the person handing out business cards, sponsoring an event, setting up a booth, ordering shirts for their team, putting together client gifts—or even saying, “I just ordered these online.”

That behavior tells you they’re already spending money on marketing and swag. I don’t have to convince them they need it—I just need the opportunity to help them do it differently.

Tammy was a colleague of mine about a decade ago. When we were co-workers, I admired her reflective listening skills. Years later, she contacted me to be the agent for her daughter. I knew it was important to show her that I was paying close attention to the details and to repeat what I hear to validate the details.  She wants status updates and frequent re-caps, which are good habits regardless. I end our conversations with "did I miss anything?" or "what else would be good to know?" My goal is to let her know that I'm taking care of the details, so I also send an email or text after we talk to capture it all in writing. 

Look for those people who like to cook outside. Hopefully it's on a pellet grill or smoker but any grill is fine. If they feed you barbecue that they prepared themselves, you should definitely give them my contact info. If you see them buying pellets in some big box store, you should give them my contact info. There's an off chance that all of this not being visible then look for a Hawaiian shirt and flips.. it's a good start.

During a first phone call with a potential client, I always ask about their experience with prior photographers. When they take a deep breath and sigh, then say something like, “We had a photographer last year, and when we needed one more person shot a few months later, they were either unavailable, or we had to explain our brand all over again.”

That's the client I'm a great referral for: a company that wants one photographer on file who already knows their standards, so the next hire or promotion is one call.

Here is what will clue you in. Your client asks if you know a good photographer, and it's not the first time they've asked. Or they mention that every time someone new starts, they have to explain their brand all over again. When you hear either one, please introduce me.

The biggest indicator that someone could become one of my best clients is when they bring another person from their company to our one hour consultation. That could be a business partner, team member, or someone else whose opinion they trust.

When someone wants a second opinion, it shows me that they care about how they spend their budget. They value their time, take their business seriously, and are willing to put thought into choosing the right person to work with. The consultation should feel like a job interview mixed with a regular conversation.

Another great sign is when they ask me questions. They want to understand exactly what I do, how my process works, and why certain things happen in the social media world.