If you’re like any (honest) self-employed service provider, you’ve experienced this before, probably many times. I know I have over years of signing on clients. Sometimes, for some reason, the brand new client decides to back out and not go forward with working with you, even BEFORE starting the work. There’s nothing more frustrating.

Do you let them just walk away, or do you DO something about it? In my opinion, how to respond is directly related to the reason they’re backing out. Once you know, you can respond accordingly.

It’s important to examine what’s REALLY going on and get down to the real reason why they’re not going forward with working with you. In my experience, it often boils down to the following:

1. They may simply not be your ideal client (admit it, you knew this deep down inside, but you decided to take them on anyway, just because you needed the money).


2. They’re not convinced of the VALUE of what they’ll get from working with you.


3. They bring up money as an issue (I’m sure you’ve heard this one).


4. Sometimes, clients have limiting fears that keep them from moving forward True Value Creation And Your Customers - An Alternative To Close More Sales
   Communicating VS Creating ValueSales forces have justified their existence by communicating the value of their products and services. If a sales rep communicated product/service information and functionality to customers, the conventional thinking deemed those actions as value creation in the selling process, because the customer was educated and learned how they could benefit by using a particular solution or service. The problem with this feature approach of communicating value is caused by the decline in differentiation between products and services. With prevalent commodification in many industries (let me pick in particular on the building automation industry), the communicated benefits matter much less to customers. Value migrates from ed this before, probably many times. I know I have over years of signing on clients. Sometimes, for some reason, the brand new client decides to back out and not go forward with working with you, even BEFORE starting the work. There’s nothing more frustrating.

   Do you let them just walk away, or do you DO something about it? In my opinion, how to respond is directly related to the reason they’re backing out. Once you know, you can respond accordingly.

   It’s important to examine what’s REALLY going on and get down to the real reason why they’re not going forward with working with you. In my experience, it often boils down to the following:

   1. They may simply not be your ideal client (admit it, you knew this deep down inside, but you decided to take them on anyway, just because you needed the money).
   
   
   2. They’re not convinced of the VALUE of what they’ll get from working with you.
   
   
   3. They bring up money as an issue (I’m sure you’ve heard this one).
   
   
   4. Sometimes, clients have limiting fears that keep them from moving forward The Seasonal Slump?
      Everyone who has ever been in sales has heard it said that the holidays are the down time of the year. That is the reason that many businesses close for the season. Some will close for a couple of days while others close for the entire two weeks between Christmas and New Years Days. I have even heard of businesses closing for the entire holiday season beginning Thanksgiving and lasting until Valentines Day. Now that is what I call “Death Valley Days”.Do you agree? Do you allow yourself and your business to succumb to this mindset? Do you close down the shop and invariably end up losing business because you believe in the seasonal slump? I beg to differ. I believe that there is NO Seasonal Slump! OK, pick yourself back up off the floo just walk away, or do you DO something about it? In my opinion, how to respond is directly related to the reason they’re backing out. Once you know, you can respond accordingly.

      It’s important to examine what’s REALLY going on and get down to the real reason why they’re not going forward with working with you. In my experience, it often boils down to the following:

      1. They may simply not be your ideal client (admit it, you knew this deep down inside, but you decided to take them on anyway, just because you needed the money).
      
      
      2. They’re not convinced of the VALUE of what they’ll get from working with you.
      
      
      3. They bring up money as an issue (I’m sure you’ve heard this one).
      
      
      4. Sometimes, clients have limiting fears that keep them from moving forward Why Saying TOO Much, Is Costing You Sales!
         Some things are better left unsaid, and when it comes to writing sales copy, saying TOO much, will in fact, cost you sales.Look, writing sales copy isn't easy -- everybody knows that. But how do you know when you haven't said enough... and when you've said too much?Here, come closer and I'll tell you a little story:Well, we've completed our move and we're finally settling into our new home.If you were one of the people who sent me "good luck" wishes, then I want to thank you VERY much for your kind thoughts.Here's a funny thing that happened to us on the way over. Anne was in her car with our younger son and our daughter, and Iwas in the Wrangler with my oldest son Nick.Coming across the state from Fort Laudey’re not going forward with working with you. In my experience, it often boils down to the following:
         1. They may simply not be your ideal client (admit it, you knew this deep down inside, but you decided to take them on anyway, just because you needed the money).
         
         
         2. They’re not convinced of the VALUE of what they’ll get from working with you.
         
         
         3. They bring up money as an issue (I’m sure you’ve heard this one).
         
         
         4. Sometimes, clients have limiting fears that keep them from moving forward Promotional Vehicles
            It is difficult to miss a Hummer, but how many companies could afford to run one to promote their business? The answer is, of course, very few and it is doubtful whether GM's overgrown offspring would be the most suitable promotional vehicle for many of them. What then are the alternatives and how could businesses benefit from using a vehicle as an advertising medium?What is a promotional vehicle?A promotional vehicle is a car, truck or SUV with purpose-designed adhesive vinyl graphics applied to its exterior, promoting a business or one of its products or services.The graphics may be a full wrap (the whole vehicle is covered), a decal wrap (decals are applied to body panels) or a window wrap (decals are applied to the side and rear wi
         5. They’re not convinced of the VALUE of what they’ll get from working with you.
         
         
         6. They bring up money as an issue (I’m sure you’ve heard this one).
         
         
         7. Sometimes, clients have limiting fears that keep them from moving forward, even though they really NEED your help.
         What do you do? Let’s look at the different scenarios and talk about solutions for each:
         1. They may simply not be your ideal client: In this case, let them walk away. Trying to CONVINCE someone who isn’t right for you in the first place is only going to create problems later. Trust me, I’ve done it. It comes back to haunt you.
         
         
         2. They’re not convinced of the VALUE of what they’ll get: You’re probably talking too much about processes rather than about the results they’ll get from working with you (remember, it’s always about RESULTS, RESULTS, RESULTS). If your prospect isn’t clear they’ll get solutions to the problems that keep them up at night, they won’t plunk down their credit card to work with you. Change how you talk about what they’ll get and it’ll make all the difference.
         
         
         3. They bring up money as an issue: This is usually an excuse hiding the real reason, probably that they aren’t convinced of the value you’ll bring. Let’s face it, we’ve all met people who really want to work with you, but for whom money can be an issue, a

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