Which Customers are you letting behind the Velvet Rope?

At the star-studded openings for movies and nightclubs, everyone wants to get beyond the red velvet rope. It signifies exclusive access or a backstage pass to the event everyone wants to attend. When you get beyond the rope, you’re on the A-list and probably in the front row.
You can use the same velvet rope policy when selecting your clients. Remember, they cannot get on the list unless they know someone or the headlining artist wants them on the list. Many customers we serve are on “the list” because we have to take them. It’s usually about the amount of money they spend with you. I use the rope analogy because it’s interesting to consider: wouldn't you be more excited to work with clients you’re excited about? People who have the same mind set and passion as you about their product and their business?
Then why do we take on all clients, good, bad or ugly? Unfortunately, the bottom line is money. Many of the high dollar customers dominate your time and energy, but also take you for granted. They have financial clout and don’t always exercise common courtesies like being responsive to phone calls, proposals and ideas. They know you’re at their beck and call because they pay for it. Sometimes they feel a sense of entitlement.
Does this sound like any of your clients? Does it sometimes make you feel a little used? I have found that the amount of energy they require can ultimately be a drain on your entire team. Sometimes rotating that client to another team member or even "letting them go" can recharge everyone's battery, including yours.
Michael Port, who wrote “Book Yourself Solid,” breaks down the red velvet rope policy line by line, client by client, giving you a way to serve those that respect your service and send away those who don't find value what you provide.
Basketball Coach and motivational speaker Rod Jensen has another way of putting it. He says make good decisions, work hard, and do things the right way. If your clients and prospects line-up with that way of thinking and believe that ‘adding value’ is a two-way street, then you should add them as a customer. If they don't, however, it might be time to build up your ten seconds of courage and politely ask them to step outside of the red velvet rope.
It's a back stage pass that just might invigorate your business and sales passion.