This week I missed out on a job I would have really, really liked to work on. They were a lovely client and I knew I could have made a massive difference to their business.

However, it wasn’t to be. Budget ended up probably being the deal breaker (even though I’d explained my price range from day 1) and, as I don’t really do anything bespoke for much under £5K, that was that.

Now if folks just flat out don’t have the money, then that’s fine. But I don’t normally allow them to get far along the process: begone tyre kickers!

But if there is wiggle room in the price where, if the client can just grasp the added value I bring to the table, then they’ll make that leap. It’s where potential client’s don’t make that leap that concerns me.

In my experience, on referred work, more often than not – I’ll win it.

However, when you’ve had good feelings about a project and lose out, it can hurt; it can dent your pride.

And that’s natural.

But my thoughts now are to turn this into a learning vehicle.

I’ve put together a list of questions, particular to my business, which I’ll ask for permission to send through for the not-to-be-client to answer. In this case the person was more than happy to oblige.

If there are areas where my sales process or offering can be improved, then I need to hear about them so I can adapt and evolve. And I need to be big enough to take criticism on the chin.

Don’t get mad. Get even.

Joel