The Power of Telling Clients “No”

Google “The IKEA Effect.” You’ll see that people value products they assemble with their own hands more than products that were assembled for them. 

Market research consistently points to customers valuing expensive products over cheap products. Even if they are of equivalent value. 

If there’s skin in the game, people are involved. They’re engaged. They’re interested. 

This is why is pays to tell a client “no.”

If they’re asking for a last-minute favor, an add on, or something out of scope, you might be tempted to say “yes” to impress the client. You justify it by telling yourself it’ll help you win future business. But what if telling the client “no” actually helped you win more business?

When the client hears the word “no,” things get real–real quick. They’re engaged. Involved. They have skin in the game. In a sense, saying “no” asks your client to build the project with you. Like IKEA. There are limitations. There’s investment. There are choices.

It’s counter-intuitive, but telling your client “no” might just be the best thing you can do for your project, and for the long-term relationship.