You’re sitting there, watching the clock tick down to your next appointment. Your stomach tightens. That customer is coming back. The one who pays well but leaves you completely drained. Every. Single. Time.
Recently, I coached a small business owner running a hair salon in Georgia. Let’s call her Ann.
Ann’s business was thriving, fully booked daily with customers she genuinely enjoyed serving. Except for one: Jackie.
“I feel anxious hours before Jackie arrives,” Ann confessed. “Yes, she pays well and brings her son too doubling the revenue. But after she leaves, I feel like I’ve run a marathon through quicksand.”
This scenario plays out in countless small businesses and startups.
The Hidden Cost in Your Customer Relationships
Different people carry different energies.
Some call it energy. Others call it personality type. Whatever label you choose, the effect is real.
Many early-stage founders make a critical mistake: they build Ideal Customer Profiles based solely on demographics, behavior patterns, and willingness to pay, completely ignoring the human connection element.
Refining Your ICP Beyond Data Points
Ask yourself these questions:
- What type of people energize you while you serve them?
- What behaviors drain your motivation and focus?
- Which interaction patterns consistently leave you depleted?
The next time you review your customer strategy, pay attention to the intangible factors: the conversational styles, respect for boundaries, and overall “vibe” you simply won’t tolerate regardless of how much they might pay.
The Solo Founder Challenge
As a solo founder or small team leader, you can’t simply delegate difficult client interactions. You’re front and center with everyone.
Setting clear boundaries becomes essential. These aren’t just professional guidelines. They’re survival mechanisms for your business and mental health.
The Real Trade-off
When you decide to stop working with energy-draining clients:
- Short-term: You might see a temporary revenue dip
- Long-term: You preserve your focus, creativity, and energy for clients who align with your working style
Remember, in early-stage businesses, your most precious resource isn’t money. It’s sustained energy and clear thinking.
What type of customer interactions drain your batteries most quickly?