Are you making up the numbers?

Not just a number

Not just a number

Just because I do not like to be seen as a commodity does not mean that I can influence the thoughts of everyone who sees my business offerings in that light. Unfortunately there will always be people, whom we may regard as prospects who will waste our time.

Recently I gave up an evening to visit someone who clearly needed my help. I was able to give him some reassurance that matters were not as bad as he thought, and we agreed a fee. All well and good, I thought, and we seemed to get on very well.

A few days later, after I had sent my engagement letter stating the terms and my fee which we had agreed, I received a letter from the prospect saying that he had changed his mind. He did not have the grace to pick up the telephone to tell me.

I could not be bothered to try to call him because the only reason he would have gone back on his agreement with me (we had shaken hands) was that he had found another firm who was more than £5 cheaper than me.

I should be grateful that I did not waste any more time with someone who saw me as a commodity rather than a person who would hold his hand and keep him out of trouble with the authorities.

It is important for small business owners to establish a personal relationship with their clients; to have an understanding and expectation of what will be delivered, and when. It does not matter whether you are a baker, an accountant or a car mechanic. Your friendly face and your service are your greatest business tools.

Remember you are not just a number amongst many.

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