It’s OK to double your price for PITA clients
Every buyer isn’t your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you’ve given them exactly what they need—then you’re dealing with PITA clients. These PITA clients drain your energy, demotivate your team, waste your time, and expect you to do more at the same price.
I don’t usually suggest sending business to your competition, but in this case, I just might…
There’s another alternative: Double your price. Do that, and PITA clients will probably walk away of their own volition.
You don’t want PITA clients, but if they agree to pay double, at least you know what you and your team are getting into. And you won’t lose money when they end up wasting your time. In addition to the rate hike, I suggest having a detailed Statement of Work that outlines what’s included in that fee and what’s not, and make sure they initial each paragraph.
Get a hefty down payment and agree on dates when additional payments are due (and get it in writing). Most importantly, set expectations about how you’ll communicate, agree on deadlines, and require a substantial penalty if the client misses them.
You can also fire PITA clients if they harass your team. Make it clear which behaviors are not allowed and will result in ending the contract.
Walking away from bad business frees you up to serve the Ideal Clients you want—and to deliver the value, speed, and personal touch they want.
When you work with Ideal Clients, your team is happier, your bottom line is healthier, and you can ask them for referrals to other Ideal Clients. PITA clients tend to hang out with other PITAs, but good clients know exactly who you want to work with and will happily send them your way.
Get insider secrets for mastering referrals. Watch this podcast with Jack Hubbard on Jack Rants.