Comments on: 3 Reasons Why Clients Don’t Choose You

By: CMYK

CMYK — Thu, 03 Sep 2009 08:42:47 +0000

Thanks for this article, is essential !!!

By: Rudy Von Eyser

Rudy Von Eyser — Wed, 02 Sep 2009 19:25:49 +0000

The issues of spec work and deposit requests are the same in the printing industry. These days no one can afford the risk of wasted time….Also great point on requesting feedback from your prospects. They usually do not provide much but when they do, especially when the answer is price, you know to move on to someone else. And hope to find clients who appreciate and recognize good service, reliability and product knowledge.

By: Michael Savage

Michael Savage — Fri, 21 Aug 2009 03:03:17 +0000

Awesome post. Waiting to hear back from a large budget client now. If we don’t get it this is exactly what I planned to do!

By: Local business marketing

Local business marketing — Tue, 11 Aug 2009 01:14:49 +0000

Good 3 point list. I think one more could be added and that is “they don’t trust you.”

This has to be one of the biggest obstacles to obtaining more business. Most companies can’t be trusted to do what they say or claim they will.

By: Philip Downer

Philip Downer — Mon, 10 Aug 2009 17:27:20 +0000

I recently spent about 10 hours creating a great proposal in response to an RFP. The proposal dictated both an unrealistic budget and timeline.

After meeting with the prospective client, they made it clear that the budget was more important than the timeline. However, the final decision would be made by their marketing committee.

My proposal was beautiful, and was backed up by lots of relevant portfolio material. Great references were included from prominent community business owners.

When the proposal got to committee however, we were notified that we were not selected since our proposal had a significantly longer timeline than they wanted.

In retrospect, had I provided two proposals – one which addressed the budget (with a longer timeline) – and the other that had a shorter timeline (with an increased price tag); I likely would have been awarded the contract.

Remember! Even though the client states their priorities, when your proposal lands on the desk of the decision maker(s), their priorities may be completely different… Do your best to address these scenarios from the get-go. I learned the lesson the hard way!

By: Fery

Fery — Mon, 10 Aug 2009 16:11:28 +0000

Hey Brian,

that’s great article! I think You’re 100% right!
I’ve found Your blog today and I’m really enjoying articles there! Good place to get some new informations and experience!

Fery

By: Rob Cubbon

Rob Cubbon — Sat, 08 Aug 2009 10:00:29 +0000

I really enjoyed this article too. And the re-designed site is great (I know I’m late on that one).

I think point #2 Professionalism is really important. It’s amazing how many emails I get with poor spellling!

By: Darrin

Darrin — Sat, 08 Aug 2009 02:05:20 +0000

Often “price” is an excuse. What you didn’t show them was value… why you’re worth twice the money of the other guy.

By: Anne

Anne — Fri, 07 Aug 2009 13:39:39 +0000

This is a great article, you are so ’spot-on’ with this scenario. Recently I won a project with a big client, not because of price, but because I presented myself professionally to the client from the get-go. The client told me that they chose me because I seemed like I would be the easiest to work with, and that my bid was not the lowest of the bunch either. So I took that as a high compliment, and also learned quite a valuable lesson from the experience at the same time.

By: Flow Interactive

Flow Interactive — Thu, 06 Aug 2009 22:24:01 +0000

Great article and some sound advice in terms of being better than those that choose not to operate an ethical professional business in this space.

I have found that having a clear process you follow, that incorporates “check points” that ensure the clients understands where we are is a good way to keep them on board.

Having a very clear specification of the work and using positive words like “investment” instead of “cost” and outlining the “value” they get for the total cost helps to make you stand out from the crowd.