Jul 29 2012

B2B Client Psychology 101

When to draw the line_______

                                                                   

You’ve already done all that you were contracted to do, but the client keeps making changes, causing delays in the agreed-to timeline. The result is you are unable to move forward (or even sideways) with the next phase, and unable to send an additional invoice. Okay, so maybe a “client-changes” policy should have been put in place or made clearer from the outset.

But what’s done is done, and here you are, getting stressed.

                                         

What to do? When do you draw the line?

“I know, I know,” you say,

“it’s just a matter of being more assertive.”

                                                                                

Right! That always sounds like the right answer, but you run the risk of losing the client, future business and referrals if you are perceived as too pushy or demanding, or if some request you make for added fees gets interpreted as sounding unreasonable.

                                                    

What to do? When do you draw the line?

                                                                          

Renegotiate.

Okay, that makes sense, but every professional salesperson will tell you that the starting point for virtually every successful negotiation or re-negotiation is to ask questions!

                                                                    

So maybe the answer to: “What to do? When do you draw the line?” is:

As soon as you have a strong, meaninful,

and productive list of questions to ask!

                                                                    

When you start with questions, you can use questions to make your point without risking your relationship.

Y’think?

                                                    

Well consider how you’d respond to being told that you look like a nervous wreck and should get better control of yourself vs. simply being asked: “Are You Breathing?

Think about your present circumstances. What are the three most important questions you can ask to win your client’s relationship security, project support . . .  and open the door for your next invoice? Making things change is, after all, your choice. Yup! YOUR choice!

 

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National Award-Winning Author & Brand Marketer – Record Client Sales

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