I'm a huge Seinfeld fan, especially this episode featuring the Soup Nazi. I think we as landscape designers and professionals could learn a thing or two from him.

I think we should be more demanding of prospects and clients. Why is our profession and talent not always valued? One reason is because we tend to let people walk all over us and treat us as their personal concierge service.

Prospect: Can you meet with us Saturday morning?

Designer: Sure, anything to earn your business.

Prospect: Will you meet with us for free?

Designer: Sure, anything to earn your business.

Prospect: Will you offer us free advice and draw up a plan for free?

Designer: Sure, anything to earn your business.

I think you get the point.

Here's a little secret: Being demanding of a client is part of the appeal in working with you. It shows that you are different than 99% of your competition. It leads to a mutual respect between you and your client early in the process and sets the tone for the relationship.

Not to mention being demanding is a great way to qualify a prospect.

I've had many, many conversations with clients who speak with great admiration about their architects, builders and interior designers who were demanding and sometimes even difficult to work with.

Just to clarify, when I say "demanding", I don't mean you should be an unapproachable pompous ass.

I simply mean to candidly communicate your expectations to potential clients right up front. "Demanding" might not even be the right word I'm looking for.

The best clients want you to be candid with them.

As Tim Ferris says, "Customers are always right, aren't they? Part of doing business, right? Hell, no!"

We can all be more demanding in our own way. For me personally, I always required potential clients to meet with me at my studio among other things. I designed my entire "sales process" in such a way to position me in a completely different way than my competition. I try to be more demanding and "play hard to get" to a certain extent.

A friend of mine won't design a garden that a dog will inhabit nor does he take kindly to alternatives to his plant selections. Thus he is affectionately known to his clients as the Plant Nazi.

How about you? Are you demanding of your clients in some way? Do you see a problem with being a little demanding? Does the economy dictate how we should act? I'd love to hear your thoughts. Feel free to leave a comment below.

To your success,

Chris Heiler

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