Deadlines create time limits and stress to get things done. Your clients know this and use this knowledge to their advantage when trying to get you to surrender on their terms. Don’t be afraid that you might lose your business with someone because you have been given a difficult ultimatum that you can’t meet. Before giving a client a straight answer, tell them that you have to go back and check your schedule or run some calculations. If you come back with an answer that is unfavorable to your client, it will come across as much more concrete and legitimate. Take charge of your terms, and don’t be afraid to give a client a forceful “no” if he or she tries to manipulate your rates or due dates in ways that hurt you. Draw attention to the quality of your work, and stress that your terms are necessary for things to get done properly. Do not allow buyers’ tactics to control your business.

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