![]() Companies – especially software vendors – are deathly afraid of appearing complicated, slow or expensive. Give commitments that you know to be humanly and technically possible. If you sell software, for instance, don’t promise that an integration will take one week and work perfectly. If you oversell your product or service, you won’t satisfy the client, even if you perform well above the industry average. Nothing sours a client relationship like the gap between expectations and reality. When someone tries to give you revenue, it’s harder to say “no” than “yes.” The truth is that prospects will respect you for saying, “Hey, I don’t think we’re a good match for your needs.” If they still insist on working with you, be clear that you probably can’t meet their expectations. Subscribe Now: Forbes Entrepreneurs & Small Business NewslettersĪll the trials and triumphs of building a business – delivered to your inbox.
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