Get email scripts for responding to a lead in an industry you don't work with and referring them to an expert who specializes in their niche.
Sunday Script
What’s the comeback for when I receive a new project inquiry from a prospective client in an industry or niche I don’t want to work with?
The more focused your brand messaging and marketing are, the more effective your messaging and marketing will be.
The notion of being all things to all people fails freelancers and small businesses because when you try to appeal to everyone, you appeal to no one. When you use broad messaging aimed at everyone, the message resonates with no one and inspires no one.
Selecting a specialty or target market and understanding the specific segments of that market are so important Content Camp: Brand Messaging spends four full training sessions and workshops on getting it right. Then, gaining a better understanding of that audience is the focus on one of the Content Camp: Website Copy prep exercises — because you have to understand who you’re selling to before you can write copy that inspires them to act.
With that said, choosing a niche doesn’t limit inbound leads to only that niche. If you do a good job building your personal brand, branding your business, and marketing your services, you’ll attract leads that vary in their degree of alignment with your niche. It’s then that you have to decide your next steps.
If they’re close enough of a fit you may want to explore working with them. If you know they’re not a fit and you want to decline the opportunity to work with them, it’s best to not send them packing empty-handed and instead, make a referral to another potential partner.
If you know someone who specializes in their industry…
Thank you so much for reaching out and contacting [COMPANY NAME] about [THE PROJECT]. I appreciate your consideration and taking the time to share details about your business and goals.
While your project sounds interesting, we specialize in [YOUR NICHE] and don’t have the capacity to take on other types of projects.
If you’re open to it, I’d be happy to make a personal introduction to a designer/developer I know who specializes in [PROSPECT’S NICHE/INDUSTRY]. I think they would be a fantastic partner for you.
Let me know if you’d like an introduction.
[YOUR NAME]
If you don’t have a personal referral to make…
You can say no and still be a hero! If you’re generally aware of a company, product, service, person, or agency that does, share your knowledge. It’s okay to share your knowledge and not have first-hand experience as long as you’re upfront and honest about it.
Here’s how to make that recommendation…
Thank you so much for reaching out and contacting [COMPANY NAME] about [THE PROJECT]. I appreciate your consideration and taking the time to share details about your business and goals.
Your project sounds interesting but we specialize in [YOUR NICHE] and don’t have the capacity to take on other types of projects.
While I don’t personally know of a designer/developer that specializes in [PROSPECT’S NICHE/INDUSTRY]. I do know a couple of companies/agencies that do. I have never worked with or interacted with them but it may be worth it to you to check them out.
Here are the details:
- [COMPANY NAME] at [WEBSITE]
- [DIY PRODUCT NAME] at [WEBSITE]
- [COMPANY NAME] at [WEBSITE]
I hope this helps and I wish you luck with your project.
[YOUR NAME]
These scripts are just two you’ll find in Confident Comebacks, a collection of professional client service scripts that will help you quickly and confidently craft firm, fair, friendly responses to sticky client situations.
Always Aim To Add Value
Every interaction with a member of your audience, a lead, a partner, or a client can either build your brand or break your brand. How to engage with and treat them will determine the outcome. That’s why, in every situation, I ask myself: “What can I do to add value?”
When responding to a prospective client about a new project inquiry that’s not a fit, this means making sure every lead, regardless of fit, feels like reaching out and connecting with me was worth their time and energy.
This commitment has turned prospects I said no to into fans who have referred their friends and peers my way. And some of those referrals have become some of my most lucrative, longest-running client relationships.
You can create the same experience by ensuring every interaction, communication, and conversation with a prospective client adds value to their experience — even if that means referring them to another partner or recommending alternate options.
