14+ Things Your “Client” Says That They Probably Don’t Really Mean
Posted November 2, 2012 in Managing Clients
Do you ever wish your clients would take a lie detector test?
Often clients and prospective clients make statements during project negotiations or in the course of the project itself that just aren’t true.
Sometimes they do this on purpose (such as when they try to manipulate you to lower your price or turn in the work more quickly). Other times, they just don’t know any better.
As a freelancer, it’s your job to figure out when the “client” is being upfront with you and when they are not. Believe me when I say that this is not always an easy task.
Well, I don’t have a lie detector for you. But I have created a list of over 14 common client statements that are likely not true. Use this list as a guideline in your client interactions and negotiations.
It’s Probably Not True When They Say…
If you’ve been a freelancer for a while, you may have heard some of these common statements. Here’s the real scoop on each of them.
- “I have no questions.” This is a very scary thing to hear from someone who is about to invest money in your services. It’s natural to have questions and if they don’t, it could be a red flag for trouble later on. Or, maybe they are just timid about speaking up. Encourage them to discuss any concerns or worries about the project that they might have.
- “I don’t know what I want, but I’ll know it when I see it.” Designers, in particular, hear this one a lot. What it usually really means is “I have no idea what I want and I probably won’t like what you do.” When you hear these words, just say no.
- “I can’t pay your deposit, but I’m good for the money.” Really, do you believe them? You probably shouldn’t, unless they happen to be your best friend or related to you. Even then, you may not trust them. Tell this “client” that the deposit is always required–no exceptions.
- “I’m just a start up, I can’t afford much.” This is often said by prospects and clients who are trying to win your sympathy so that you will charge less. But the thing is, services have a price. I can’t imagine them going to their electric company, for example, and telling them that they are just a startup and should receive a lower rate for their electricity. Can you?
- “I don’t see what’s so hard about what you’re doing.” This one is usually a blatant lie. After all, if what you did was so easy then the client wouldn’t need you. And talk about disrespect from the start… In my opinion there’s almost no way that a freelancer can salvage this relationship, but occasionally the educational approach works.
- “My Brother/Wife/Cousin does what you’re doing.” Maybe they do, maybe they don’t. But for some reason the client has hired you and not the Brother/Wife/Cousin, so my guess is that they don’t. On the other hand, the client may just be looking for something they have in common with you. When I hear this I usually politely ask why the relative wasn’t hired.
- “I know how to do this, I just don’t have time.” Sometimes this is true. People do get busy and people change careers. It’s possible that your client fits into one of those categories. However, it’s also possible that they don’t really know how to do it and just think they do. See #5.
- “I absolutely must have this by 4:00 p.m.” This statement is usually made at 3:00 p.m. True freelancer emergencies are rare. I mean, what is really going to happen if they have to wait another day for their new web copy? Rather than indicating an emergency, most of the time this statement indicates a lack of planning on the part of the client.
- “Let’s have a short meeting.” Meetings can be valuable, but they can also waste time. Some people go off topic easily. Try to control your time by making it clear that you only have a limited amount available. Say something like, “I can fit you in at 1:30, but I have another commitment at 2:00.” You may have to remind client of your time constraints during the meeting.
You can find six more client lies in this post.
Your Turn
What client untruths do you hear a lot? How do you respond to them?
Related posts:
- 12 Things You Should Never Say to a Client
- Is That Client Legit or Just a Tire Kicker?
- Don’t Be Fooled By These 6 Client Lies
- Ten “Little” Things That Can Keep You from Getting Your Dream Gig
- Doing the Little Things to Please Clients
About the author: Laura Spencer is a freelance writer from North Central Texas with over 20 years of professional business writing experience. If you liked this post, then you may also enjoy Laura’s blog about her freelance writing experiences, WritingThoughts. Laura is also on Google+.
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26 Comments
Gold
November 2nd, 2012 at 2:41 pmItem 4 – My electric provider is telling me that if I use the electric at certain times during the day that I can get it for less money (cheaper) than at other times.
Laura Spencer
November 2nd, 2012 at 3:07 pmGold,
Is that because you are a startup? :)
Gold
November 2nd, 2012 at 4:58 pmNo. They want me to do the laundry in the dark!!!
Samar @ The Writing Base
November 3rd, 2012 at 8:46 am‘I’m just a start-up, I can’t afford much’ is something I hear often since I prefer working with start-ups and solopreneurs. It’s also my biggest red flag.
I already keep my rates comparatively lower simply because I enjoy working with start-ups for the creative freedom they give me. If you’re saying you can’t even afford that, then your start-up is doomed.
The only time I lowered my rates for a start-up was because they laid out their business process to me and offered me the incentive of signing me on for 6 months AND paying me 50% upfront.
Laura Spencer
November 3rd, 2012 at 8:57 amSamar @ The Writing Base,
And that’s the thing–if your rates are already reasonable, you shouldn’t be asked to cut them even more…
It sounds like you are doing a good job discerning the good opportunities from the bad, though.
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December 7th, 2012 at 7:49 pmI hate it when they say items #3 and #4.
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March 22nd, 2013 at 4:33 amThe only time I lowered my rates for a start-up was because they laid out their business process to me and offered me the incentive of signing me on for 6 months AND paying me 50% upfront.
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April 20th, 2013 at 2:41 amI can’t imagine them going to their electric company, for example, and telling them that they are just a startup and should receive a lower rate for their electricity.
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April 24th, 2013 at 3:45 amThis is often said by prospects and clients who are trying to win your sympathy so that you will charge less. But the thing is, services have a price. I can’t imagine them going to their electric company, for example, and telling them that they are just a start up and should receive a lower rate for their electricity.
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April 27th, 2013 at 2:48 amIf you’re saying you can’t even afford that, then your start-up is doomed.
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