This is a topic that seems like a dead horse that just keeps receiving a beat-down, but for some reason budding small business owners rarely seem to listen. As a matter of fact, those in the service industry seem to listen the least. It’s one of those things that most need to try before they buy. But I will tell you right now, there is no reason to put yourself through this kind of pain.
Here’s the scenario. You are just starting out, or perhaps you’ve been around and business is a little bit slow. Then this deal comes around. It has an odor to it. Sometimes the stink is so unbearable that your eyes start to water and your stomach starts to turn. A good example of this would be someone who wants to pay a thousand or two for $10k worth of your services. It’s a bad idea to take this business, and you know it from the word go. Most of the time these types of deals will anger you enough that you will just walk away and spare yourself the pain.
The second smell is a little more subtle and a lot more dangerous. It’s the guy that wants what seem to be little compromises. Certain wording in a contract. A 10% price break. A smaller security deposit. Much like the carrot salesmen, these guys have more angles than I can think of. What will happen with them, is they will feel you out, and see where you will bend. Once they understand your vulnerabilities, they will capitalize on them every chance they get. Along the way, you get the feeling that you are probably not a good fit, but what can you do? You need the money. When all is said and done, you made the stupid decision to do business with them and you ended up losing money. In the meantime, the rest of your business suffers because these guys tend to be time vampires. They want to meet all the time, but they don’t want to pay for it. You can never keep them happy. They have designed it this way. If you feel like they are constantly unhappy with you, you will do more to try and get back in their good graces. They don’t value what you bring to the table, they proved that during negotiations. They are not concerned about the welfare of your company. If they put you out of business, they will just pick up the pieces and go somewhere else.
I have made this mistake on a number of occasions. I don’t want you to make it too. I implore you to be careful of these types of situations. Never, ever accept business out of desperation. As much as you may start to believe there is nothing else out there for you and you have to take the deal, I have rarely found that to be the case. Run away from bad deals and turn up your hustle meter. Get out and network some more. Call up a few of your current clients, see if there is anything you can help them with. Look at your expense sheet and see where you can cut some things. Just always keep this in mind. If you say yes to the bad deals, it makes it hard to say yes to the good ones.