The Upside

Experimenting on difficult clients

Not all clients are created equal.

Some are going to be absolute dreams.
Some will be pains, but you love them anyway.
Some never pay on time, but the money always ends up coming in.
And some aren’t even worth the money…

…or are they?

There is so much value in being able to identify a bad client before you even start working with them. And the longer you are out on your own, the quicker and easier it is to make this call.

In situations where you’re faced with a potential client that you sense will be a bad one and you’re willing to walk away – THIS is the best time to experiment with your rates and terms and see just how far you can go.

Double or triple your fees, just for the fun of it.
Throw in terms where the client has to pay-in-full upfront.
Create a sense of urgency, requiring a signed contract within a few days.

…in fact, do whatever you want. After all, you don’t even want to work with this client so you have nothing to lose.

There have been dozens of Upside members who have shared these “walk away” stories within the confines of our private community, only to report back that the client said YES and signed right then and there.

Not only did they end up working with the client at a rate and with terms that made it well worth their while, but they learned that they can and should ask for more with all of their future clients, not just the bad ones.

So next time you’re willing to walk away from a potential client, use this opportunity to ask for what you really want…and then some!

You may be surprised at what happens next.

Erin Halper

About the Author

Erin Halper is the founder and CEO of The Upside and the leading authority on independent consulting. Since launching The Upside in 2017, Erin has helped thousands of professionals transition from corporate life into consulting to achieve flexibility, autonomy, and a renewed sense of purpose in their careers.

Erin has been a frequent speaker at Columbia, NYU, Harvard, and Brown and has been featured as a leading future of work expert on dozens of podcasts as well as in Forbes, Business Insider, Nasdaq, Crunchbase and many more.

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