Business relationships are built upon a mutual understanding of what I/you have is what I/you want and vice versa. They are also solidly anchored in trust and honestness. Associations that grow respect each other's time and energy. Any undermining of these values may make that business relationship the one that makes you feel like you're running in circles and wasting time --- time that could be used on other projects. Let's consider a couple of scenarios that can take a hefty bite out of your workday.

For instance, a potential buyer comes into your sign shop and discusses an idea for a sign. He may give you an approximation of the size, style of lettering, etc ... and then say, "I'll need to get an approval on this. Could you sketch a couple of designs for me so I can submit it?"

So, what's wrong with that request? Well, it looks as if the customer already has an approximate idea of what he wants. It was probably discussed with the "boss" beforehand. A design sketch or two is a little premature at this point, especially if the client says he still needs an "approval". More than likely, you're being asked to do some artwork for free. In addition, that same artwork may also be used for the solicitation of bids from other sign companies. Now are you going to waste that time? What will you say and do?

You might say, "We charge a fee for custom sign design and artwork. A minimum charge of ___ hours at ___ per hour is required. We'll need to get a deposit or P.O. for this first. May we call your boss?" Or, you can say, "Since we charge ___ per hour with a ___ hour minimum for custom artwork and design, perhaps you can supply us with a simple sketch or two yourself. Then we can price the sign accordingly." Be willing to accommodate the request yet at the same time set forth an understanding that your time is precious and use of that time comes at a cost. Any business relationship that deserves continuation will respect this premise. If it doesn't, why waste your energy?

Or, there's the future customer who's just "fishing" for prices. How can you determine who he is and what you can do about it? Well, review the requests and analyze them. Does this client seem deliberately vague? Are you having a difficult time narrowing down exactly what he wants? Does the customer appear to be changing his mind a lot?

Being the sign professional that you are, you're willing to spend that precious time to assist him to finding just the right advertising solution. But how much time? If you waste an hour or two but don't get the order, that's time that your other obligations could have benefited from. So, let him "fish" on his own time.

For example you could say, "I can see that you still need some more time to select the size, material, color, etc ... Since our banner options and prices are listed in this catalog, please feel free to look through it and let me know what you've decided." Then place your pricing and sample book in front of the buyer and attend to another order while he examines it. Being attentive doesn't mean you have to literally stand over the customer.

It won't take the "sportsman" long to get the idea that he's used up about as much time as you're willing to allot. A note of caution is in order, though. Don't confuse this individual with the sincere customer who comes into your shop and is truly confused with all the signmaking alternatives available. This individual wouldn't be evasive about his wants, needs, and budget.

So remember, a mutually progressive and profitable business relationship grows through respect for one another. Evaluate each and every customer and put your energy toward establishing an association with those that value your precious time!