“Sure, we can do net 90 terms!”
“Of course, we’ll drop the price!”
“Custom contract? No problem!”
…Said every struggling business owner right before their company became a hot mess.
Here’s the truth: Giving in to every customer demand doesn’t make you flexible—it makes you desperate. And desperation? It’s the kryptonite of scaling your business.
But what if saying “No” could actually:
✅ Boost your sales
✅ Simplify your operations
✅ Make investors drool over your margins
Let’s talk about why “playing hard to get” is the secret sauce to scaling up.
Why You Look Desperate (And How to Fix It)
Picture this: You’re on a first date. You agree to everything—sushi even though you hate fish, skydiving even though you’re terrified of heights, and a 3-hour lecture on their stamp collection.
What happens? They lose respect. You lose sleep. The relationship crashes.
Your business is the same way. When you bend over backward for clients, you scream: “I need you more than you need me!”
The 3 Deadly Sins of Desperation:
Net 30/90 Terms: You’re basically their bank. (But without the interest!)
Discount Demands: “I’ll pay 20% less… or walk.” Cool, walk.
Custom Contracts: “Can you add a clause where you wash my car?” Sigh.
Result: You attract high-maintenance clients, burn out your team, and stall your growth.
The Magic of Standing Your Ground
Let’s meet Derek, a plumbing company owner.
Old Derek:
Gave net 60 terms to “land big clients”
Dropped prices when customers whined
Had 3 employees chasing unpaid invoices
New Derek:
Said: “We require payment upfront. Here’s why…”
Charged full price (with a smile)
Scaled to 2 new cities in 1 year
How? He stopped begging and started explaining.
How to Say “No” Without Losing the Deal (Scripts Included!)
The Golden Rule: Always give a “why.”
1. When They Ask for Net 30/90 Terms
What to say:
“You know, we keep our prices low by avoiding billing drama. That’s why we require payment upfront—so we can stay laser-focused on keeping your pipes unclogged.”
Why it works: You’re not being stingy—you’re protecting their service quality.
2. When They Demand a Discount
What to say:
“Our pricing’s actually why clients stick around! We don’t do flashy sales because we pour every dollar into [specific value: faster service, better materials, 24/7 support]. Cutting corners? Not our style.”
Pro Tip: Add a freebie instead (e.g., “But I’ll throw in a free drain inspection!”).
3. When They Want Custom Terms
What to say:
“Our standard contract is how we keep things fair for everyone. But hey—if you’re looking for [specific need], we partner with [X company] that specializes in that!”
Bonus: You look helpful, not stubborn.
Why “No” = Faster Business Scale
1. You Scare Off Time Vampires
High-maintenance clients drain your energy. By setting boundaries, you attract buyers who respect your business—and pay on time.
2. Your Team Stops Playing Detective
No more chasing late payments or renegotiating contracts. Free up hours to scale your marketing, ops, or product line.
3. Margins Get Juicy
Full-price deals + zero billing hassles = Profit you can reinvest in growth.
4. You Look Like a Pro
Confidence is contagious. Clients trust a CEO who’s in control.
But What If They Walk Away?!
Let’s get real: Some clients should walk away.
The “Bye-Bye” Checklist:
They haggle over every penny
They pay late (or never)
They treat your team like servants
Good riddance! Your dream clients are waiting for a leader, not a pushover.
3 Steps to Build Your “No Muscle”
1. Write Your Rules
List your non-negotiables:
Payment terms
Pricing
Contract terms
2. Train Your Team
Role-play saying “No” with grace. Example:
Client: “Can I pay half now, half later?”
You: “We require full payment upfront to guarantee your spot—it’s how we keep our schedule packed and our service top-notch!”
3. Track Your Wins
Every time you say “No” to a bad deal, celebrate. (Dance parties encouraged.)
Your Homework (Yes, Right Now!)
Script Your “Why” for your top 3 client demands.
Fire One Bad Client this week. (You know who they are.)
Share Your Rules on your website/contracts.
FAQ: But What If…?
Q: Won’t I lose too many clients?
A: You’ll lose the wrong ones. The right ones will pay more and stay longer.
Q: How do I handle pushback?
A: Stay calm. Repeat your “why.” Example: “I totally get it! We just can’t compromise on [X] because [Y].”
Q: What if I’m just starting out and need clients?
A: Offer value, not discounts. Example: “We don’t do net 90, but we do offer a 100% satisfaction guarantee!”
Apply to The Operator Accelerator now https://cstu.io/51704f
Hi, I’m Heather.
I help people buy, scale, and sell businesses. Think of me as your “anti-corporate” guide to ownership.
If you like blunt truths, dry humor, and leaders who’d rather light a fire than follow a script… let’s talk.
Started my first company at 23.
Now have 5.
Learned 1,000,037 hard-earned lessons so you can skip the trial-and-error phase.
Current obsessions:
✅ Turning “boring” industries into wealth-building machines
✅ Helping ambitious people escape soul-crushing corporate cultures
✅ Proving you don’t need an Ivy League MBA to win at business
Let’s connect if:
-You want to own your future, not rent it
-You’ve ever been told you’re “too much” for corporate America
-If you are ready to work on your business not in your business.
Grab my book https://cstu.io/d20171