Are you being too nice to your customers? You are if you:
- Acquiesce almost immediately when a client makes a demand, even when the demand is totally unreasonable.
- Believe that you will lose a client if you engage in any sort of negotiation, so you give in on price and scheduling every time a client gives you some push back.
- Allow a client to be a bully.
- Lose money for every hour you work on a client’s project.
With the economy and business environment being what it is today, many of us have a tendency to be overly accommodating. But really, does it work? I think not, and here’s why:
- You’re setting yourself up for reduced profits.
- You’re helping to validate your client’s bad behavior.
- You run the risk of never being able to return to an acceptable price point and/or schedule.
- You’re working too hard for too little and experiencing burnout.
- Your reputation may be suffering.
So while it might seem easier to be nice, it’s a strategy that will not succeed over time and will serve to undermine your business and long-term growth and success.
Sign up for The Lead and get a new tip in your inbox every day! More tips:
Adrian Miller is the founder of Adrian Miller Sales Training. To find out more or to visit her blog go to http://adrianmiller.wordpress.com.