The Most Common Lies Clients Tell and How to Address Them
The Most Common Lies Clients Tell and How to Address Them
When you're working with clients, you'll encounter all sorts of situations. Some of them will be straightforward, while others may be a bit tricky. One thing you'll inevitably face is lies. Whether they are small white lies or more significant fabrications, clients don't always tell the full truth. Understanding the most common lies and how to handle them can make your job easier and help maintain a good working relationship.
1. "I Don't Have a Budget"
Why they say it
Clients often tell you they don’t have a budget to test how flexible you are with pricing. They may want to see if you can offer them a lower price without committing to a specific figure. Others may not have fully considered their budget yet but don’t want to admit it right away.
How to address it
Don’t take this at face value. Politely ask for clarification on what they are expecting to invest. Ask them to provide a range, so you can start working within those parameters. You can also ask what they had in mind when they decided to reach out to you, which may lead to a more specific conversation about their budget.
If they continue to avoid the issue, be upfront. Let them know that in order to deliver quality work, it’s important to understand what kind of resources are available. Suggest a budget range that suits your services, and from there, you can adjust the scope of work.
2. "I Need This Yesterday"
Why they say it
This is a classic, and it often comes from clients who didn't plan ahead. They may have forgotten about a deadline, or they want to make it seem like their project is more urgent than it is. Sometimes, it’s simply a tactic to make you work faster or to test your commitment.
How to address it
You need to set realistic expectations. If a client tells you that they need something yesterday, calmly explain your process and how long things take. Let them know that you take quality seriously and that rushing things could compromise the end result. Offer a solution: “I can have this ready in [X] days, and it will be done well. If that timeline works for you, let’s move forward.”
If they insist on a shorter turnaround, be prepared to walk away if it’s not feasible. Clients who try to rush you may not value your expertise as much as you’d like.
3. "I'm Still Thinking About It"
Why they say it
When clients say they are still thinking about something, it often means they're hesitant. Maybe they’re undecided, or they’re shopping around for better prices. It’s their way of avoiding a decision without outright rejecting your offer.
How to address it
Instead of pressing them immediately, give them the space to think, but make sure you’re clear about deadlines and next steps. You can gently prompt them by asking, “Is there anything you're uncertain about?” or “What part of the proposal do you need more information on?”
You can also set a follow-up date, so they know when you will check in. A good approach is: “I’ll follow up in [X] days to see how you’re feeling about the proposal. Feel free to reach out sooner if you have questions.”
4. "I Don’t Like That Idea"
Why they say it
When clients say they don’t like an idea, it might not be an outright rejection. It could be that they don’t understand it or feel it’s not in line with their vision. They may also say it to test your confidence or push for a better offer.
How to address it
If a client rejects your idea, ask for feedback. Instead of just agreeing to change it, dig deeper: “What specifically don’t you like about this idea?” This will help you better understand what they’re looking for. Clients often can’t articulate exactly what’s wrong, but once you probe, they may offer more useful insights.
If the idea still doesn’t align with their vision after the discussion, offer alternative suggestions that could be closer to what they want.
5. "This is the First Time We’re Doing This"
Why they say it
This is a common lie, especially with more established companies trying to appear more approachable or inexperienced. They want to make you think that they have no prior knowledge, hoping you’ll guide them more carefully or offer them a deal.
How to address it
Clients who say this might be attempting to play on your sympathy or gain an advantage. Don’t let them off the hook too easily. While it’s good to approach the situation with patience, don’t assume they are entirely new to the process. Be mindful and treat them as informed clients while being transparent about your services.
Ask probing questions to gauge their level of experience. Sometimes, you might find that they have worked with other professionals before, and they’re just not sharing that with you right away.
6. "I’ll Handle This Myself"
Why they say it
When clients say they’ll handle a task themselves, it often means they either don’t trust your process or they’re trying to save money by doing it internally. This is especially common in industries where clients think they know enough to handle a certain aspect of the work.
How to address it
In this situation, it’s important to show the value of your services. Reassure them that while they could do it themselves, you bring expertise and experience that will save them time and ensure a better result. Help them see that your involvement is essential, not just a luxury.
If they still insist on doing it themselves, ask if they’re open to a review or feedback from you after the work is completed. Offer a more hands-off support role that shows you’re willing to help them without taking over.
7. "I’m Too Busy to Talk Right Now"
Why they say it
This is often used by clients who are either too busy to give you attention or are avoiding making decisions. It’s a way to postpone things without being confrontational.
How to address it
Respect their time. If they say they are too busy to talk, suggest a specific time and date for follow-up, giving them a window that works for them. Be firm yet considerate. “I understand, let’s reschedule for [X] at a time that’s more convenient for you.”
If you need to push for more clarity or decisions, offer them a short, focused meeting or even email them with specific questions that are easy for them to address in their own time.
8. "I Don’t Like the Price"
Why they say it
Price objections are standard in any business. Clients will often say the price is too high, but they may not be speaking the truth. Sometimes, they might just want a discount, or they may think they can get a better deal elsewhere.
How to address it
Instead of immediately offering a discount, clarify what part of the price they don’t like. Ask, “Is it the overall cost, or does the scope of services seem too much for your needs?” You may find they didn’t fully understand what’s included in the price.
Once you understand their concerns, you can either justify the cost by explaining the value or suggest a different scope of work that fits within their budget.
Conclusion
Lies from clients can throw off the flow of your work and complicate negotiations. By recognizing the common ones and knowing how to address them calmly and professionally, you can keep things on track. Being clear about your services, your process, and your pricing will help ensure that you're always having honest conversations. Most importantly, remember that handling these situations with grace can help build stronger, more trusting relationships with your clients.