Ain’t Too Proud to Beg (Mmm, Perhaps)

August 16, 2011 at 2:23 pm | Posted in Adrian Miller Sales Training | 1 Comment
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Ain’t too proud to beg.

Times are tough and there’s no need to belabor the point. We get it.

Our clients (and potential clients) get it too and so we’re all in this together, trying to keep our collective heads above water, go about our business and do what it is we do to keep our businesses afloat (dare I even say profitable!).

So if we’re all in this together then why is that some clients keep trying to extract that extra ounce of blood, get their project implemented at an even lower price, going over and beyond in all of their wants and needs and insisting that we simply acquiesce to their demands.

It’s difficult to be an agreeable sort, to provide extra value and be proactive when you feel battered and bruised when winning the business.

It sometimes seems that they want us to beg.

Note to clients everywhere:  Play fair. Provide fair compensation for worthy work, be honest and forthcoming and don’t try to get something for nothing. (Maybe I should write that into every client’s playbook!).

Unfortunately that isn’t the case and again, since times are difficult many companies have to cave in to the demands of their clients.

But I ask you to consider this when dealing with “these” clients:

–Are you LOSING money for every hour that you work on that client’s program?
–Is executing the project causing a major drain on morale?
–Is the client causing your staff to burn-out?

Can you even AFFORD to take on this project?

Sometimes we have to just say “no” and turn-down and walk away from a client, and it’s a tough thing to do, especially when winning new business is as difficult as it is. You want to win and retain business based on mutual benefits. Begging, caving in and being beaten down by a client’s unreasonable demands should not be acceptable.

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  1. Bravo, Adrian. I’m glad somebody is addressing this. It’s important to play fair in all times. I remember a story of a self made millionaire. He had a hardware store. Right before World War II, he saw the writing on the wall and started collecting lead piping. During the war he had the largest supply and in a sense if you wanted lead piping you went to him. Did he price gouge? No, he gave them a FAIR price. With a reputation for fairness, he maintained his customer base after the war and that’s how he made his millions.

    Mercedes had a reputation for their condescending and disrespectful treatment of customers. They were the premier luxury car and the only game in town. Then along came Lexus and people no longer had to put up with their snooty attitudes. Mercedes lost business. I know the consultant they called in to learn how to win back customers.

    In the best of times and in the worst of times always follow the golden rule: Do unto others as you would have them do unto you. Follow this business practice and you’ll always have a strong customer base.


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