Dealing
with Bozos...
Dear
Associate,
Right
after the Internet Service Provider's ribbon-cutting ceremony,
I met the sales manager for some brainstorming. I came up
with a smokin' Unique Selling Proposition. He asked for some
help with a company brochure and to call him the following
week. I agreed and did the work. He never returned my calls.
Next...
I
finished a few spec assignments for a Christian direct marketing
manager. She didn't reply. I e-mailed for her input and she
said she'd call back. I'm still waiting.
Forward...
A
realtor e-mailed me thrice for an appointment. I replied all
three times by e-mail or voice mail. He never responded back—but
continues to ask for an appointment.
Have
you ever been dealt such slighted hands?
I
bet you have. Anyone who's involved in their own business
has been there, or will arrive soon. There are unscrupulous
people who waste your valuable resources. I conclude God has
a funny bone when He created such creatures.
But
if you don't see the humor—incorporate these seven strategies
that will screen out such creatures:
1)
Free consultation: NOT! This is probably the hardest to
do when you're starting out. It almost seems like you're turning
away business. But there are schmucks whose sole purpose in
life is to take your advice and use it for their own advantage
without compensating you.
A
computer technician asked me all sorts of questions pertaining
to his side business. He wanted me to write marketing pieces
for him at pennies on the dollar. It was obvious he was pursuing
a hobby and had no regard for the value of my services. I
dismissed him and watched him repeatedly bang his head against
the wall.
And
beware of becoming shark bait...
Business
sharks beat their chest and feed you a good line to invite
you into their meeting. They appear vulnerable and volunteer
all their problems. Then after you give them your critical
analysis, they'll pull out their wild card and dismiss you.
Don't
become their victim. Your time is too valuable to waste. The
only no-cost consultation you might offer is to set up a paid
consultation.
2)
Cash up front. Before you perform any work—get a
check. If not in full, then at least 50% of your fees. This
confirms they're serious about hiring you.
And
it shows them you abide by professional protocol. If they
resist, insist this is standard company policy. And remember—the
only free cheese is in the mousetrap.
3)
A written agreement. Back in the day—you could seal
a joint business venture with a handshake. Your word was your
bond. Sister, it ain't happening today.
Whether
it's a formal contract or a simple one page note, make sure
both parties sign and date the form. If you're on retainer,
enter the exact amounts you charge for each month. If you
agree on a specific performance bonus, include that in writing.
And don't hesitate to call if they're late with your fee.
4)
Don't offer discounts. Unless it's an advertised special.
Don't cheapen the value of your work or your product. Especially
if you created the product.
You
bring a certain uniqueness and style to the marketplace no
one else in the world can duplicate. When you place a discount
on that, you're downgrading your value to the world. Besides,
once you begin bending the price, they'll expect it every
time and they'll postpone from purchasing until your next
sale.
5)
You make a move—I'll make a move. Yield, and let
them proceed first. I used to start and complete a project
before I even knew if the prospect was even serious. This
was shallow thinking on my part. And costly.
Today,
depending on the project, I'll go as far as qualifying potential
clients. You should try this. It straps you into the driver's
seat. And quality clients become more confident with pros
who do the driving.
6)
Beware of insincere schmoozers. They possess flattering
tongues and spew out silly jargon like, "I really want
to pay you," "You are like family to me," and
"I'm not in it for the money."
Don't
believe them. In fact, run as if from a fire. They probably
work for the city fire department.
If
you do some work for them—you'd be lucky to get a sincere
thank you. Gratitude is good, but it doesn't pay the bills
or cure the sick feeling in your stomach when you realize
you've been had.
7)
Speak with decision makers. The ones with the power to
say yes. Not their gofers who talk a good talk, but have little
clout.
You
waste so much time with gofers. They're out to make themselves
look good for their boss. Even if that means burning you.
If you can't reach a decision maker: it's best to sever the
relationship right away. Believe me, you'll save on stress
pills.
Dear
reader, owning your own business is quite an accomplishment.
You see a lot of good with the bad. With these strategies
in place—you won't be blindsided by bozos.
On
the other hand, make an effort to praise those who are trustworthy
and reliable...
Storyteller
Chris King from Beachwood, Ohio walks her talk. She's the
author of "Dream Jobs to Go" and helps freelancers,
speakers, and small business owners improve their bottom line.
Scroll down to Tommy's Tools to find links to her valuable
resources.
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