Why Firing Clients Has Become Cool
If you spend any time hanging out with small business owners, either online or in the real world, you may have noticed a new trend developing; firing clients.
What is this, and why does it happen?
It would seem that if a client does things like ask questions, ask for confirmation of rates, suggest that the business owner isn’t working in a professional manner, or more, the person contracted to do the work then pulls the trigger and ‘fires’ the client.
The next thing they do is run to Facebook and tell everyone how they fired a client to ‘protect their energy’ because they ‘weren’t their ideal client.’
Now, I’m all for ending a working relationship if the client is abusive, or is continually demanding more than was agreed to at the beginning of the contract. Hey, sometimes things don’t work out, that’s ok, let’s all be adults and move on.
I believe this new trend towards firing clients is part of a bigger issue: self worth.
When starting a business, you need to focus on one thing: sales.
Funnily enough, this means attracting clients to sell to!
However, what do many people focus on? Admin.
They focus on the having the perfect website, or the perfect flyer, or the perfect business card. Before they know it, five to six months have gone by and their savings have nearly run out, and they’re still no closer to delivering the product or service that they started the business to do.
This is when desperation marketing happens, and a Facebook ad gets hastily thrown online to attract someone, ANYONE!!!
Then guess what?
That anyone comes along, looking for a good deal, and you give them one because you’re desperate. They’re not an ideal client, and your spidey-senses are tingling, but hey you need the money so you’ll just do this one project then move onto those dream projects that will come flooding through the door.
Only, the client is demanding, they want the world, they want it now, and they don’t want to pay much for it.
As the pressure builds, ther’s only one thing for it!
Run to a Facebook group, ask for advice, and wait for the comments to flood in; ‘they’re not your ideal client’, ‘they have to appreciate your worth’, ‘you need to fire them.’
And so, the client gets fired, and it’s back to Facebook.
‘I just fired a client, they didn’t understand what I do and that I have a family and that my mums sisters neighbour’s dog is sick and that I need to value my time, and, and and…’
And again, the comments flood in; ‘well done, you don’t need that negativity’, ‘there’s plenty of people who will value what you do’, ‘your time is important’ and so on…
Here’s the thing though, the client didn’t do anything wrong! They needed a service, they engaged someone who could provide the service, the price was agreed, then it was the business owner who wasn’t happy with the terms of the arrangement.
What the business owner has done is reject the client before the client could reject them.
The ego boost that comes from getting pats on the back in Facebook groups just papers over the bigger issue around self worth, and unless addressed, will happen again and again.
So, if you have found yourself in this position before, what can you do to ensure it doesn’t happen again?
1. Set Rates and Stick to Them
This comes back to knowing your worth. Now, you can’t ask your friends what you should charge, nor should you engage in a race to the bottom on freelancing websites. Know what you need to charge to live the life you want, and charge it. Your rate should also be dependent on your level of experience and knowledge in the area.
It isn’t the clients fault that you undervalued yourself just to get the contract. They’re paying your agreed rate, now deliver, no matter what.
If a potential client can’t afford your rates, it’s not up to you to drop them, but you can negotiate on what will be delivered.
If I went to the shop to buy five oranges, and I can only afford two, then I come home with two oranges. That’s how it works in the real world. It may mean they can’t get all the bells and whistles this time, but help them out as best you can, and you will most likely have a client raving about how helpful you were to all their friends and colleagues.
2. Under Promise, Over Deliver
One of the biggest mistakes new business owners make is they get so desperate to make a sale, they add more and more value to their most basic package, it then becomes impossible to deliver.
If you need to attract new customers, offer them a simple service at a low price so they can get to know you and what you do.
Then back this up with providing incredible value! From there, you will be in a position to upsell them into higher priced packages, and they will be happy to pay you as they know your work is of a high standard.
Then, rinse and repeat…
If a client asks for a website to be delivered in four weeks, do it in three! If they want a new logo designed, give them options! Under promise, then over deliver. Word of mouth and repeat customers are sure fire ways to grow your business, and they’re much better than throwing money at Facebook ads.
3. Stop the Excuses
When a client hires you for your services, you need to be up front about what hours you work and how long it will take you to respond to emails or deliver services.
Responding to their request for a service to be delivered with things like ‘this is my side job,’ ‘I have a family to look after,’ or ‘I don’t work weekends, Wednesdays, or after 3pm’ are all excuses that make you look unprofessional, and, they don’t really care. They have a need, you said you would fill it. So fill it.
Running your own business may sound like long lunches and spur of the moment coffee with friends, but if it’s core working hours, and you haven’t told a client otherwise, it’s perfectly reasonable for them to ask you for assistance without receiving excuses from you.
Now, have I made these mistakes? Absolutely! Sometimes, I still do when it comes to undercharging. But have I ever fired a client for it? Hell no. The mistakes are mine, and I’ve owned them. I’d encourage you to learn from my mistakes too, and spend some time thinking about what it is you offer, when you can offer it, and how much you would like to be paid to deliver.
If you would like (almost) daily tips and strategies for social media, plus the more than occasional rant about people who use the follow/unfollow technique on Instagram, join my Idea Guru’s Workshop Facebook Page.
