When computer says ‘no’
Haters gonna hate hate hate hate hate
I often talk about the three types of clients on the price-value scale: cost-driven, value-for-money, and relationship seekers.
But there’s one more type.
The ‘No’.
You’ve pitched your service, and the answer’s no. It’s not pricing related. It’s not that you’re offering too little value. It’s just ‘no’.
You need to be able to spot these clients, because there’s nothing you can do.
And that’s fine.
No need to adapt your services to find something that works for them. No need to try out some negotiating positions to see if they’ll bite at a lower price point.
They’re just a ‘no’.
The reason this type of client is included in my pricing work is that, if not handled properly, they can derail your belief in the value you create for your clients. This can lead to you losing confidence in your approach, even knocking your feeling of self-worth.
These clients will often mention price as part of their ‘no’... but don’t be fooled. Price is a great excuse, a polite way of telling someone to go away (that’s right, some ‘no’ clients can still be polite).
The right approach is to test these clients quickly and efficiently - after all, you don’t want to categorise a good client as a ‘no’ client by mistake. But once they’ve failed the test, move on to real clients with real jobs.
If you want help in categorising your clients and getting the most from every relationship, drop me a line and I’ll explain more.
Jon
P.S. Although there are several different client types, clients with all kinds of priorities have learned that if they appear to be cost-driven then recruiters will lower their prices.
This makes sense from the client’s perspective. Pretend that cost is your top priority, and save thousands of pounds in recruiter fees every year. It’s a no-brainer.
This is why it’s key that you can test your clients’ priorities and quickly spot what value they want from you. Get it right and you win high quality business. Get it wrong and you’re slashing your fees every time.
If you want help in categorising your clients and getting the most from every relationship, drop me a line and I’ll explain more.