Here’s your client breakup strategy: say no, automate, or charge double.
Hi y’all,
Here’s the truth about goal setting: making space for the new things you want to pursue means breaking up with the clients who are no longer serving you.
In a previous newsletter, we covered how to identify your bottom 25% — the clients who drain your resources, kill your margins, or just make you dread going into work. But knowing who they are is only half the battle. What do you actually do about them?
Here are your three options:
- Say No (With a Referral Network)
Lindsay Seel from Vivant Event Rentals makes saying no look easy because she has a clearly defined aesthetic. When a bride shows up with emerald-rich jewel tones and Lindsay’s vibe is coastal chic, it’s simple: “We’re not the match for you.”
But she doesn’t leave them hanging. She sends them to her vendor friends who are the right fit. Build that referral network now. Partner with businesses of different aesthetics, different sizes, different price points. When you can say “no, but try my buddy Tim’s Tables,” everyone wins.
- Automate (With Boundaries)
For the clients you need to keep but who aren’t bringing in premium revenue, create packages that cannot be edited. Make that part of your terms of service. Set firm boundaries on communication channels, response times, and revision limits. The clients who respect boundaries will work within them. The ones who don’t will self-select out.
- Charge More (Like, A LOT More)
This is where I see event pros leave money on the table every single day. That client who wants last-minute changes that force you to reorganize your entire weekend? Charge double. And charge a 50% rush fee. When you’re bending over backwards to accommodate requests that don’t fit your standard process, that deserves a premium.
When you actually charge what you’re worth, either the client says “oh, that’s out of my budget” and moves on (perfect, they self-select out), or they say “I’m desperate, I’ll pay whatever” (also perfect, now you’re compensated fairly for the extra work).
Breaking up with clients doesn’t have to be ugly or dramatic. But you do need a strategy. Because every “yes” to the wrong client is a “no” to the right one — and to your capacity, your sanity, and your bottom line.
So this week, I’m giving you permission: Pick your strategy. Set your boundaries. And make space for the clients who actually deserve your best work.
See you next Monday,
Mallory Mullen
Goodshuffle
