By Ken Hammock, The Joy FM
Stop me if you’ve heard this one before.
A customer wants you to do the work, and they want it done real quick because their schedule dictates the necessity for a quick turnaround. Plus, they want it cheap. They are looking for the least expensive deal which means you are truly being pitted against your competitors for the privilege of working for this customer. But, you must do it to exacting standards. It must be done right.
So, rush through it. Do them a favor by cramming a lot of your own time into it, even if it cuts into your personal family-life. Do them a favor by not making much money on it. Let the customer and their family keep the money because you don’t need that much, right? Finally, do them a favor by doing the job with absolute perfection.
I once owned a construction company. This scenario was our number one issue with demanding customers. They wanted it Fast, they wanted it Cheap, and they wanted it Done Right.
It didn’t take long in my construction career, when faced with the Fast/Cheap/Done Right challenge, to give my customers the choice of only choosing two.
I can give you a fast job and it will be done cheap, but it might not be perfect. I will do a good job nonetheless, because I do good work, but there will be shortcuts necessary in order to make it happen.
I can give you a cheap job that is done right, but it will not be a fast job. It will be on my time and not at the expense of my family or more profitable projects.
I can give you a job that is fast and done right, but it will not be cheap. After all I will have late hours, more stress, and it will impact my time with my family. That will force a premium price.
Fast? Cheap? Or, Done Right? Choose two.
Don’t discount the value of your own time, your ability to make a fair profit, and your expertise to do the job well. If your customer appreciates that approach, they are worth keeping. If not, then let someone else have the headaches.
Let me know if I can help.
Ken Hammock is a 30-year marketing veteran and is the Corporate Engagement Specialist for The JOY FM. You can reach him via email at ken@theJoyFM.com.