Yesterday I wrote an email about how you’re allowed to be a little overconfident in your interactions with the world. I suggested tempering that overconfidence with humor to not come across as arrogant.
I want to share a reply to that mail from a reader. Ravi, a solopreneur writes in with this gem. I think this had just the right amount of humor in it to not turn off the client. Be the judge yourself:
Abhilash,
Great mail as usual. Love how you didn’t fold up, but instead literally doubled down on your claim.
Reminds me of a meeting with a prospect last month. After discussions about every aspect of the product, he kept haggling about the price. He was looking for a small, almost meaningless, discount.
I do not offer discounts as a policy because it affects relations with other clients who have bought at full price.
I tried a strategy called reducing to ridiculousness. I calculated a per person price in front of him after considering the number of employees and the discount being sought.
“We have spent the last 20 mins discussing about a price that is equal to the cost you incur on half a cup of tea per day per employee. If you feel the product you’re buying isn’t worth more than half a cup of tea, maybe I’ve failed in communicating its value to you. Should I start the product demo once more, sir?”
This comparison could have backfired. But I knew it won’t because he wasn’t negotiating wholeheartedly. He was just trying to get some small win. I offered him an extra month of free access after the annual payments and he signed the agreement right away.
Regards,
Ravi
If Ravi had said this in the wrong tone or to the wrong person in the wrong setting, it could have been seen as arrogance, and backfired. That’s a risk he took, and it worked out.
Confidence is good. Overconfidence is cool too. Arrogance is also sometimes ok. Just know which line to cross when and with whom.
If you keep on worrying how it will be received, you’ll never try anything. Playing safe is not the answer. Sometimes you take risks. If you’re willing to accept that you will occasionally fail, there’s no limit to what you can achieve.
Overconfidently yours,
Abhilash Purohit