As Spring blooms and high season approaches for many of you, the temptation will be huge to take on all the business that might come your way. I mean, how can you not in this economy?
If I had a dollar for the number of times I have heard, read or watched this sentiment get played out of late, well, let's just say I could be writing this post from my beach house in Tahiti.
The problem with the "I will take all that comes" approach is that, too often, it is just an excuse to compromise your core. It belies the premise and promise that got you to where you are — knowing who you are and what your art is all about — and, instead, focuses on the sense of desperation that is so pervasive today.
The analysis you (hopefully) afforded yourself when times were good, should be no different when times are not so good. Is the client a right fit for your business – i.e., do they value your art and its production and are they willing to pay a proper price for that value? Do you and your business have the time to devote to the client to provide them the best possible product/service as opposed to the best your business can do under the circumstances? Will the product/service you provide be a proper representation of your business?
If you can honestly answer yes to ALL of these questions, even if it will be difficult to pull off or involve a major shift in your current way of doing business, fantastic — go for it. But if you can't answer yes or, worse yet, refuse to consider the questions, I only ask that you consider the risk associated with taking on this new business: You are gambling the reputation of your business and your ability to perform with the deck stacked against you. Reputation lost is not easily regained.
At the end of the day, all you and your business have is your reputation and the integrity of the product/service you provide. Potentially jeopardizing either of these for incremental revenue today is foolsplay. You can build a better tomorrow for your business by staying true to your core today.
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Wonderful post and such salient advice. I’m definitely of the notion that it’s not “always about the money”..there are so many other factors to consider.
I’d rather have quality over quantity – any day of the week. I’ve worked hard to build what I have and the reputation of my company is paramount.
People – listen to what he’s saying. It is the gospel…………………..
Very good advice as always and actually one is something that I pondered over this weekend. I now know that my gut told me the right thing to do!
Thanks again for another great post!
Another great post. I did have a potential client come thru my office a few weeks back. She seemed like the perfect client until she wanted to slash my pricing in half, start demanding from the get go and expect guarantees of what I would be saving her if I planned her wedding. I took a day to “sleep on it” and decided against planning her wedding. Although I could use the income on a slow month, I don’t need the aggravation and headaches a client like that one would bring.
Sean, great post as usual.
I’d like to add that knowing when to say “no” extends to more than just taking on the wrong client. Knee jerk reactions to purchasing advertising or being in a bridal show without the proper time to build an ad that promotes your business or decorate/design a booth properly can hurt your image as well. Better to pass than participate halfway and overall hurt your brand image.
Can I have an ‘Amen’!? Bravo, Sean. I’m so glad to hear these words and could not agree more. We’ve turned down “bartering brides”, those looking for our “new prices” and several others for the simple fact that we value our reputation and quality of our work more than taking a job out of desperation.
The great news is? We’ve filled those slots with fabulous new clients who believe in the fact that you get what you pay for.
One of my favorite sayings: “Charge what you’re worth or you’ll become worth what you charge.”
Thanks for the fabulous words of wisdom (as always).
I really needed this post, and the responses to it today.
Being a higher end vendor in a farely rural area is difficult at best. Nobody in our area does what we do or offers the services that we do. It’s been a process to educate the public, and brides specifically, that we are not “a florist”. They are just now beginning to see what an event designer does.
It has been tempting to lower our prices to get business, but so far I haven’t. Thanks to this post, I won’t. We are offering more ala carte services, which is helping some. It’s a tough market, even without any competition.
I think I have compromised my web site by attempting to generate income by doing affiliate marketing. I may need to rethink that.
Sean,
This post should be printed by everyone and put up in a place where we can see it every day!!
The first time I said “No” to a client (a similar experience to Alexandra’s) was the most liberating experience.
I knew that in my own personal “core” (my gut) that this client was not “My Client” and did not/would not or could not appreciate what I could do for them”.
Walking away from that wasn’t easy but the lesson learned was priceless!
Sean,
Thank you so much for this post. In my first few years of business I changed my packages to fit a few of my client’s wants, knowing better the whole time. The lessons came fast and true. The clients still received my full service because I’m unable to half ass it, even if that is what they paid for.
Luckily, no reputation lost, maybe even respect gained from collegues, due to above and beyond the call of duty work I had to put in.
I will never let the dollar drive my client decisions again. I may just do what Your Las Vegas Wedding Concierge suggested, print this article and post it in my office as a gentle but constant reminder that I’m worth every penny! Thank you!