The Power Of NO! It Can Make You More Money

The Power Of NO! It Can Make You More Money

A client recently demonstrated the power of integrity as expressed with, "No, thanks, I do not want to take your money for this project. It makes no sense and you will eventually agree that it would be a waste of money. What you should do is the entire job as the partial job will not work out well."

My client operates a tree service and he was called in to cut a limb off a dying tree. He visited his customer and observed that the trunk was split and disease had already set in. The tree would eventually die and he would have to take it down altogether in a few years so my client told the man, "No, I cannot take your money for removing a limb when the whole tree should be removed and a new one planted next spring. So, thanks, but no thanks. I cannot do this job, it is not the right thing to do."The man thought for a moment and said. "Cut it down." My client upgraded the job from a few hundred to a few thousand dollars, but by doing the rightthing forthe man.

The point? Rather than just do the job and take the cash, my client gave the man good advice and withdrew from the opportunity because it was not the best strategy forthe man to take. My client's honesty, integrity, sincerity and his willingness to forgo a job by giving the customer an honest opinion ultimately resulted inthe man accepting the opinion and opting for the larger job. A win/win in the end, but not without the risk of losing it all first.

Integrity works. A "no" in the right place, at the right time, is very powerful. Doing the right thing is always the way to go, even when you are not doing what the customer asks you to do.Take a lesson here, there is value in integrity, and value in saying "no" when it is the right and best answer. It comes back in spades.

Examine your own procedures and ask yourself what you would have done in a similar situation for your business. Do you sell what the customer wants or do you advise the customer appropriately even if it means losing a sale? The answer should be obvious. What works for you?

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