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winning clients

“Will you give us a discount on that figure?”

“Can you match the lower price I can get down the street?”

“Can’t you do it cheaper?”

These are the kind of questions people running start-ups and small businesses get asked an awful lot.

But what are the best answers to give? Here, we look at how small business owners can respond to these kind of questions, without losing business and without cutting prices and profit margins.
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“Time is money” isn’t just an adage when running a small business, it’s a way of life. When your business model is to sell your time and expertise, it’s important to monetise every moment of every working day.

There are plenty of hacks to help freelancers and contractors get more and more efficient with reducing the cost of non-billable time. These tend to focus on outsourcing your unproductive time and automating repetitive tasks, but you also need to pay special attention to the time and effort you spend on winning new business. Continue…

You’ve done your market research, you’ve got a solid business plan, you’ve registered your company and pulled together funding, suppliers and everything else you need to start your new business. You’re ready to trade – you just need some customers.

However, not all customers are created equal; some are a delight to deal with, while others seem to have crept from the depths just to torment you.

When you’re building up your customer base, you obviously want more of the former and fewer of the latter, especially if you’re in a service-provision industry where customer relationships are key; but how can you achieve this? Continue…

Being able to persuade people to come around to your point of view is a very valuable skill to have, and particularly so when you are starting and running your own business.

When you’re launching a new venture you might need to convince potential investors to fund your fledgling business, persuade suppliers to give you favourable terms, encourage great people to join you and entice new clients on board. To do all of these successfully, you will need to be able to influence others and their views.

So with this ability being so crucial in helping you to grow your business, how do you get people around to your point of view?

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Any business owner is familiar with the challenge of attracting new clients and protecting relationships with existing ones. Fierce competition within many industries gives clients a wide choice of suppliers to choose from, and to make things even more difficult, some clients feel the need to change vendors periodically to avoid the common phenomenon of supplier complacency.

If your ambition is to do long-term business with a new or existing client you will need ensure that you engage as a serious partner: Well prepared, well informed, and far from complacent.
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There are two key things small business owners should look out for throughout this year The first is to hang on to the clients you already have. Do whatever it takes to keep them, as it will cost your business much more to win a new client than hang onto an existing one.
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