Shoutout to the guy who told me to stop being nice on discovery calls

A buddy of mine who runs a landscaping company told me I was too friendly on my first client calls. He said I let people talk me into free advice and smaller scopes. So I tried his method last month and started saying 'that's outside the scope' when people asked for extra stuff. Lost one prospect who wanted 3 revisions for the price of 1. But the other two projects I closed had way less back and forth and actually paid what I asked. Has anyone else tried being less agreeable and had it work out?

2 comments

2 Comments

bell.jessica17h ago

Huh, that's interesting but I dunno if one month is really enough to tell. Sounds like it worked okay for those two, but losing that one guy could've been a fluke too (or maybe he was just cheap).

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finley_smith16h ago

Fair point, @bell.jessica. A month is a short window, and that one dropout could've been anything. Maybe the other two were just motivated enough to stick with anything for a bit.