“If you had to pick two, which are most important for this engagement?”
I used to ask every early-stage prospect that exact question.
❌ I turned down anyone who said “I can’t pick two, everything is important” (without irony). Those were the perfect “clients from hell” in the making.
❌ I’d stop chasing those who didn’t pick “Quality”. I didn’t start a business to do average work.
✅ I gave most of my attention to those who picked “Quality + Time” — our sweet spot. These clients focused on quality, had a sense of urgency, and trusted the process.
Everyone’s sweet spot is different. Finding the right fit really helped me prioritize my sales effort. Not every opportunity is worth spending time on.