Hard-Selling Your Business To Customers Can Backfire

When you’re a small business owner, it’s easy to get excited when a big opportunity comes your way. It could be a lucrative deal with a prospective client that you desperately want to close. But getting overexcited and overselling yourself may jeopardise these kinds of opportunities.

Over at small business blog Flying Solo, Natasha Hawker, a HR consultant, talked about the time she stuffed up a $200,000 deal because she was too eager to impress. The potential client had no HR structure in place and she saw it as a golden opportunity to prove that she was worth the money by proposing a number of solutions for the customer. But in the end, she ended up losing the deal. Why?

“Simple — I got overexcited about what we could do for the client and ‘over-baked it’. I did not have their trust yet. They didn’t know me and I had not communicated the vision effectively enough. My proposal was too detailed with too many attachments and I didn’t get the opportunity to walk them through the detail. This was me trying too hard to justify our value and the cost. In their eyes, it was ‘too good to be true’.”

Hawker outlined a number of ways you can adopt to appear less eager and gain the trust of the client first. These include starting with small promises, spending additional time meeting with the customer and asking about deal breakers in advance. You can find more tips over at Flying Solo.

[Via Flying Solo]

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