In business we constantly have to compromise. And usually the one to compromise is the vendors, supplier or service provider. We compromise because we want to keep our clients happy and we don’t want to lose them.
When compromising, we are always left with a bad taste in our moths, and sometimes in our hearts. Neutrally we wanna share those feelings with our client. But by doing so, we actually defeat the whole purpose of compromising.
I once had a dispute with one of my service providers; we were negotiating on a fee that he wanted to charge me. I felt that I should only be paying 50% of what he was charging me. I told him very clearly, if you come down with your fee I’ll stay a happy client, but if you can’t I will have to take my business elsewhere.
He agreed on my price, but couldn’t hold back from sharing his feelings on how wrong I was. He gave me a whole lecture that I was black mailing him by threatening to take away my business.
Guess what I did after reading that email. I sent him a check for the full amount he was originally asking, and told him it was a pleasure doing business.
Why did I do that? He gave me exactly what I wanted. Very simple, he gave me feeling that the only reason he is doing it, is because I was black mailing him, when in fact I was just trying to say that his prices are outrageous, and at that time it was impossible for my business to pay that kind of money. And really I don’t deserve that discount.
If he was already willing to give up the 50%, why mess it up by giving the wrong attitude to his client. I was not gonna stay his customer and always have to think twice before asking for any service, because he gave me the feeling that I already owe him. It was simply not going to work.
Instead, when we compromise, do it with the biggest smile – yes I know it’s hard – make your client feel that he is worth the discount, or the extra service that you are giving him. Use this opportunity to make your client feel like a million dollars and keep your clients forever!