Business growth tips for SMB from author Eric Gilboord

Saying No To Customers Or Prospects
Not every assignment or sale is right for your company, nor is it the best use of your time. Every small business owner has at least a few customers that he or she refers to as ‘‘one-day customers’’, customers with potential.

These customers look good on client lists and hopefully one day, they will be profitable. Sometimes that day never comes. But you have invested hours or days in a relationship and it can be difficult to let it go. You think, ‘‘If I hold on just a little longer, I’m sure the big order or the steady orders will come.’’ Does that sound familiar?

It is important to be realistic about opportunities. Don’t walk away from an opportunity just because it isn’t a big order, but take a good, hard look at each situation honestly and think about the future. You have the power to say ‘‘No’’ and it might save you considerable anxiety later on.