A recent email reminded me of a lesson I wish I learned sooner.

A prospective client wanted my expertise pruning a hedge in a town 45 minutes away. I calculated travel and gave a rough estimate to see if we were in the same ballpark. They said the job was worth a quarter of my quote.

I don’t want to offend clients, or future clients, here. If I’ve worked for you or visited to discuss a job, please know I’m not referring to you.

Unfortunately, there are some people you’re never going to please. You’re never going to have a low enough price, quick enough availability, etc. It’s good to recognize these situations early and use your time talking to clients who value your expertise and time.

Don’t be afraid to politely say no.

Don’t let others determine your worth.

Just because someone is only willing to pay a quarter of your quote doesn’t mean you’re worth a quarter of your quote. It’s them, not you. There will always be people who want you to lower your price and give away the farm.

Of course, if you don’t get any jobs that’s a sign too. I suggest reading a book on sales discussing closing ratio and what it means to your business.

Keep your head high and your shoulders back when looking at jobs. You’re the expert and deserve your quote!