No matter what business you are in, if a client doesn’t see the perceived value of what you do, you won’t be in business for long. How do you achieve that? First and foremost you MUST find a hole and fill it in and fill it well in order to have a successful business, second make sure you are not perceived as an annoyance. MOST small business owners are perceived that way for several reasons. They are listed below click “next” above or below and Enjoy..
You are overcharging
Some of us overcharge for our services based on our tenure instead of our brand, experience in business or ability to run a business. Most clients don’t want a confrontation with you so they won’t tell you that you are charging too much they will simply decline the offer. If you think this may be the problem, there are hints they will often give you like: “We don’t have the money in our budget” at that point you can ask “What can you afford to spend?” They will probably low ball you to test you out at that point and what you can do is negotiate up a bit from there to secure the business. If they say “We don’t have it in our budget” they are giving you a chance to meet them halfway. Take it, it’s better to have something than nothing at all. Just make sure you tell them it’s an introductory offer to show how effective your services are, or something like that.
Nobody wants to be USED and business people are not stupid. I get two kinds of calls daily: those who have their budgets in place, see the value of what I do and are ready to buy NOW (these are the clients I LOVE the most) and those who want to use my brand to make money for themselves but they position it like they are helping me. For example. A man from an “established” Internet company called me a few weeks ago and was bragging about all the major corporations that use his services and how successful they have become and how much money his company has made. Then he asked me to do “affiliate advertising” for his company on my site, a brand that I have built for 18 years. “Affiliate Advertising” is when you run their ads, basically for free and if anyone contacts him and buys his services he will give you a percentage of the sale. To me, that’s a foolish gamble. I don’t work for you. You need MY services. In addition, I have employees to pay and that’s real estate on my site that I can use for a paying client. Finally, how do I KNOW who is buying your services from my site and whether or not you WILL pay me for it. NO THANKS! If you are making SO much money from the other corporations, invest in your own corporation and RESPECT other business owners and PAY for the space you want on my site. When you have established your brand NEVER and I mean NEVER give anything away for FREE, the potential client will never see the monetary value in what you do if you do. Another annoyance is people who have ideas that involve my brand and me doing all the work to get THEM in the door then there is the promise of using me once they get hired. These are what I call “Beggars” and “Carrot Danglers” they are telling you everything you need to know about them. Your business is not a welfare agency, a volunteer service or a bathroom at a gas station. KNOW YOUR VALUE and stick by it. People like this KNOW YOUR VALUE because they are reaching out to you in the first place. Yet, they are full of shit/game and they are trying to use what you have worked hard for to THEIR advantage not yours. If they don’t have money or contacts today, they won’t have it tomorrow. Screw a promise Marry COD.
The Client Doesn’t Like Your Approach or the Impression you have left
NEVER approach a client as if your tenure allows you to have entitlement. That’s a HUGE turn off and it’s their budget. They don’t have to give you one red penny and if you make them feel like they are obligated to do it, they will shut yo down for good and you are powerless against them. In addition, they will tell others who do what they do how you treated them perhaps one of your biggest clients and you will develop a reputation.
The Client doesn’t see the benefit
This is a tricky one because many of them won’t tell you they will just keep denying you. You can however ask questions like “How can (your business) help you achieve your goals with this product etc?” They may say something like “We don’t have it in the Budget” which leaves the door open for you to negotiate. You better, however, be able to show them great value if you get them or they will never come back. Make SURE you can deliver not only what you say you can deliver but ABOVE that.
Your calls and emails have exceeded the necessary limit
You have become a nuisance. They got your last 20 emails and your last 20 messages. If they don’t return your calls after 3 calls over a 1 month period. Stop calling them for 3 months. Give them time to see your brand or hear about it then approach them again but don’t become a stalker. If you have to BEG someone to give you business, something is VERY wrong with the way you are doing business. If you find a hole and fill it properly, you won’t have to do a whole lot of work to get clients. They will come to you.