In today’s economy, the notion of turning away business might sound ludicrous. Totally crazy, even. But in reality, avoiding bad business can help you work more effectively, be more productive and earn more commissions.
Don’t be afraid to turn away business!
Focus on the “good” customers, and watch your sales numbers soar. Here are a few signs you should turn away a potential customer:
- They want everything (including the kitchen sink). If you have to slash the price to ridiculous levels, throw in every freebie known to mankind, and will end up “babysitting” a client for a disproportionate amount of your time, you should avoid this client at all costs. Often, you can tell a client is going to be difficult during the sales process. Keep an eye out for warning signs. And in tough economic times, it can be difficult to turn these types of clients away. But in the long run, you will have more time and energy to focus on clients who are a right match for your business.
- They’re not ready to commit. If a client wants to “try out” your product or service, they are unlikely to be satisfied. You’re causing yourself more stress in the long-term by giving into this type of request in the meantime. Instead of giving in and letting a client “try out” your product or service, ask that client to come back when he or she is ready to commit. You’ll appear to be more confident and your client will be forced to reexamine how he or she approaches new partnerships.
Another benefit of turning down a sale? When you take the decision out of the potential client’s hands, your product or service suddenly becomes more desirable. To put it simply, people want what they cannot have. And so if you tell a client, “I’m sorry, we’re not the right fit for you,” you might just end up with a client who contacts you constantly to try and work with you.
So give it a try. If you have a bad feeling about a client, don’t be afraid to walk away. And if you’re trying to break out of a sales rut and turn around your numbers, try walking away and you may just see attitudes change for the better. Regardless, in all you do, do it with integrity!
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