Friday, September 12, 2014
How to Say No to a Client
You know the client's idea won't work
Clients come to you because they know you're an expert in your field. That means they trust you to know what you're talking about when it comes to the industry. Sometimes, having that knowledge means you have to point out to a client that their grand idea isn't as great as they thought.
Speaking up can be difficult, especially when dealing with a new client. You have to worry about feelings and trust. Consider the alternative, however. If you say nothing and complete the task precisely how the client requested it, and then the initiative falls flat on its face, who do you think the client will blame?
Protect everyone involved and carefully lay out your opinion and thoughts about a project before you even get started. Hopefully you and your client will be able to develop a plan that will be more likely to deliver results. In the process, you'll protect your reputation while also sharing your industry wisdom, and any client worth working with will respect you more for it.
What the client's asking for isn't worth the money
These types of traps are easy to fall into for inexperienced newcomers to any industry. Thinking that some work is better than no work, it's easy to get talked into taking projects that don't pay nearly enough for the time and effort needed to complete them. But instead of accepting this type of project, try to negotiate a better rate, outlining exactly how much time and effort the project will take. If the client refuses to accept a more reasonable wage, let them go. Chances are, your time will be much better spent working on building a stronger portfolio, marketing, or any other task that can help you find new, well-paying clients. Have respect for your industry and for your own work, and refuse to work with people who don't share that regard.
What they're asking for is outside your expertise
There's something to be said for expanding your skills and knowledge, but know when to say when. If a client asks for a job that's too far outside your area of expertise, resist the temptation to try 'winging it' for the extra money. Otherwise, you'll risk your professional reputation and the client's trust. Instead, work with the client to find a trustworthy professional who can work with you to complete the project for the client. The client will appreciate your help and honesty. As an added bonus, the professional you referred the client to will appreciate the extra business and (hopefully) reciprocate down the line.
When struggling to grow a business, nothing is more tempting than finding as many clients as possible. Often this type of desperation can lead to accepting work you'd otherwise never do or agree with. To keep your business moving forward, it's important to know how to correctly gauge and balance requests and be willing to sometimes say no. Use the above three instances as a starting guide to improve your client relationships and grow the business.