3 Ways Saying "No" to
Clients Pays Off
© 2006 - 2009 Kendall SummerHawk
If you're like me, you'll bend over backward to please a client. But always doing what the client asks you to, or doing what you think the client wants, isn't always the best action to take for the long term health and well-being of your business OR your client relationships.
In fact, there are times that saying "no" can have a more positive impact than saying "yes." The trick is to know when saying "no" is the right thing to do. When you know it's the right thing you can say "no" with power and confidence, strengthening your client relationships and your own sense of self-worth.
Here are 3 common situations that often crop up, and are perfect opportunities to use "no" to powerfully move your confidence, your business and your client relationships forward.
Agreeing to a Smaller Package That You KNOW Won't Work
Who hasn't been asked by a client to downgrade the scope of work or package that's been presented? But just because you're being asked to trim down your offer doesn't mean you must say "yes."
If you know that agreeing to a smaller package makes it less likely the client will get the results they want, saying "yes" is asking for trouble. Instead, explain to your client that while scaling back your package sounds like it makes sense, it actually doesn't. Then explain why, making certain to remind them of the result they want to achieve.
Remind your client of WHY the result they want is important to them so they can justify the package to themselves.
Negotiating Payment Terms That Make You Feel Queasy
Most people are uncomfortable discussing money so when your client asks you for payment terms that benefit them, but not you, it's natural to want to avoid having a conversation about it or avoid standing your ground.
But here's the deal: if those new terms put you at risk (like when the deposit doesn't even begin to cover your expenses) then agreeing to them is not a sound business decision. Neither is agreeing to terms that make you feel like you're being taken advantage of. Whether they realize it consciously or not, your client is testing you to see how far they can push you. Be firm, friendly and stand your ground. You won't lose them as a client but you WILL gain their respect!
Anytime Your Intuition ("Gut Feel") Is Raising a Red Flag
If you "have that feeling" that something isn't right, by all means, trust it! In the past I bet you negotiated with yourself, and talked yourself out of listening to it, only to be sorry later, right?
You internal wisdom is here to serve you so when you have that uncomfortable feeling that something isn't right, don't worry about trying to justify it. Instead, ask it what it's positive intention is for you and you'll instantly have an answer that you can use to move forward and make a powerful decision about what to do.
If you're a people pleaser, these strategies will help you make smart business decisions while honoring your desire to help others. Being true to yourself first in these situations is the hallmark of a successful soul-preneur.
About the author:
Kendall SummerHawk, the "Horse Whisperer for Business" delivers smart, savvy ways entrepreneurs can turn their hectic business into a smooth-running, fun, 6-figure money-making dream. To learn more about her book, Brilliance Unbridled, and sign up for more FREE tips like these, visit her site at http://www.kendallsummerhawk.com
NOTE: You are welcome to “reprint” this article online as long as it remains complete and unaltered (including the “about the author” info at the end). I would also appreciate a copy of your reprint sent to kendall@kendallsummerhawk.com