One of the hardest things I had to learn in creating a business was to learn how to say ‘No’.  I came from a mentality that I must take any project that comes my way.  There are a couple schools of thought on how young independent contractors should look at their business, but I have certainly learned one very important fact: ONE MUST ABSOLUTELY LEARN TO SAY NO TO EXISTING AND PROSPECTIVE CUSTOMERS.

To grow an Interactive Agency, as I’ve mentioned previously, may require you to do some pro bono work. Before you learn how to say yes to doing work for free, or for very little, you better first learn how to say “No”.  If you do not learn this, you will be beaten down like a petite Ice Skater who wants to participate in a local UFC / MMA event.

You see, when a project:

a. Has bad timing (interferes with other events or important projects)
b. Deliverables to Cost ratio is way out of balance
c. There are too many warning signs.
d. The client’s request will not let you approach the project creatively.
e. Your point of contact is an asshole.

It basically boils down to this, unless you want to die penniless, get grey hairs much faster than you would prefer, or achieve various kinds of gastro-intestinal or anxiety disorders because of your stress levels, you must learn to say no.  Of course, the key to saying no is that you come off as a non-emotional professional versus sounding like someone who wants to physically strangle the client, or is having some kind of nervous tick (vocal or auditory).  Let me provide an example:

The Right Way:

“Richard, I really appreciate you contacting us about this project.  As it turns out this is really bad timing for us and may not be an appropriate match.  Nevertheless, I think I can point you in the right direction and help you find someone who can help you out given your budget”

The Wrong way:
“Dick...are you f&*#’in nuts?  You expect us to do this project for this amount?  You just had your ‘friend’ (who was ‘in marketing’ [whatever that means]) design your company website and you want us to massage it for you?  Furthermore, you and your staff have absolutely no clue how to market your business and are completely out of touch with your customers.  Your are, and always will be, and idiot.  Does this answer your question Dickie?

Be able to explain, without any underlying anger, why you are unable to perform a certain task or continue in a specific direction for such and such a reason.  Inflection....the INFLECTION of your voice is very important when you do this! Think cool! - Cool as the other side of the pillow - and offer a alternate suggestion.  Kindred spirit!  And remember, “Anger...fear...aggression. The dark side of the Force are they. Easily they flow, quick to join you in a fight.”