{"id":1503,"date":"2025-12-19T15:55:00","date_gmt":"2025-12-19T14:55:00","guid":{"rendered":"https:\/\/nilsrooijmans.com\/daily\/?p=1503"},"modified":"2025-12-28T09:53:00","modified_gmt":"2025-12-28T08:53:00","slug":"send-some-prospects-away-to-get-more-and-better-clients","status":"publish","type":"post","link":"https:\/\/nilsrooijmans.com\/daily\/send-some-prospects-away-to-get-more-and-better-clients","title":{"rendered":"send some prospects away to get more and better clients"},"content":{"rendered":"\n

Sometimes, the\u00a0best\u00a0sales move is telling a prospect\u00a0not<\/strong>\u00a0to hire you.<\/p>\n\n\n\n

A few months ago, I had a guy call me up.<\/p>\n\n\n\n

\n

\u201cNeed a Google Ads manager.\u201d<\/em><\/p>\n<\/blockquote>\n\n\n\n

Cool. I ask for his website.<\/p>\n\n\n\n

Holy shit. Worst site I\u2019d seen in years. Looked like it was built during the pre-WiFi era\u2026 by someone who hates money.<\/p>\n\n\n\n

I told him straight up: running PPC for this site would be like pouring premium fuel into a Deux Chevaux with a hole in the tank. <\/p>\n\n\n\n

He\u2019d waste money. He\u2019d probably quit Google Ads after a month. And I\u2019d hate myself for taking the work.<\/p>\n\n\n\n

So, I sent him away. I told him to fix the site first. <\/p>\n\n\n\n

Then, last week, he called back. <\/p>\n\n\n\n

\n

\u201cNils, I’ve got the new website. Let’s get started with the ads.\u201d<\/em> <\/p>\n<\/blockquote>\n\n\n\n

Good.\u00a0<\/p>\n\n\n\n

Here\u2019s the\u00a0thing:\u00a0instead of pitching harder,\u00a0send prospects a path to becoming a better client<\/strong>. Here are examples for how to do this:<\/p>\n\n\n\n