Slimy business practices

Slimy biz gets the

big thumbs down

Many of us engage in certain business practices because, well, that’s what businesses do, even when these business practices leave us feeling creepy and oily.

As solopreneurs, with full control over our destinies, can we steer around these unpleasant business practices? Here are our list of the most notorious business practices:

Cold calling

Who really enjoys cold calling? Who plays the “latte reward every 10th call” game?

The business practice of cold calling assumes you are selling a commodity, "me-too" product, with easily comparable features, delivered in simplistic packages. But what if you are offering an individualised, high-touch service?

Hitting loads of people hoping for small bites is dangerous. Sure, call enough people and someone will buy. But can a reputation-based soloist survive the risk of annoying the majority of people he or she comes into contact with?

Most businesses are not clear on the true stand-out value of their products. Instead of tailoring an exposure method that is synergistic with the product, they waste resources doing what everyone else is doing!

We won’t cold call because we cannot possibly know the value we can add to a person’s life before we have had sufficient time to get to know them! But we do contact people uninvited when we are certain of adding authentic value to someone’s life, such as offering a genuine compliment, and in response to open invitations (e.g. “send us your comments”).

Charging a finders fee

Have you ever had a “friend” refer work to you, only to turn around and ask for a finder’s fee? Have you been told to ask for a finder’s fee whenever you refer work on?

A finder’s fee is just another way for those who cannot add real value to get some cash quick. Is it right to make money just from knowing the right people? Do you evaluate everyone you meet for their on-sell worth?

If you can’t do the work, and you know someone who can, why can’t you just pass it on in the true spirit of giving?! There is so much goodwill to be gained from such acts of open generosity.

Mean-spirited charging

Have you ever worked with a business that charges for every phone call, print-out and photocopy? Hands up those who do NOT think this screams “tight-wad”!

This model may be great for commodity services where value can be easily meted out in replicable chunks but if you offer consultation-based services, just think how this business practice will colour the relationship and rapport building with your client!

Of course we expect to be remunerated for delivering great value to our clients. There are just other, “nicer”, ways of charging. Work with the emotive human within!

Think about what “accepted” business practices you are doing right now. Do they make you feel good? Do they enrich you? Are they really what you are about as a person?

There will be more “experienced” businesspersons out there who will read this and call us naïve and silly. To them we say … this is 100% OUR business.

Article authored in conjunction with Zern Liew.

Paul J. Morris is an information systems strategist. This incredible title means that he helps businesses become more efficient at what they do while keeping them on track with their goals.

8 comments | Add your own 1 2 | Next» View all»

Fantastic. Your site is awesome and I have learnt loads from it.And recommended it to every solo entrepreneur I know.
Diganta Barua from Mumbai
We should start a slime list. My additions would be
referring on "nasty work" to colleagues without owning up to the true reason; and charging a setup fee when the client has moved to you. Denise from Auckland
Regarding the last point - Gold star goes to anyone who can find a lawyer that doesn't charge for every peice of photocopying, phone call or email they produce. I mean honestly, when they are charging well over $250/hr for their time, charging 50c per sheet of photocopying is just petty and adds insult to injury. No wonder they have the reputation that we all know them by... Paul from Sydney, Australia
I find that even in business I can make more mileage with a bit of "heart "and "soul." Furthermore that is how I want to live my life. I have rarely been slapped in the face by offering a bit more. It 's what allows me to stand out and for me it works. Great article! I run an English Tuition business for HSC students at Gordon on Sydney's North Shore. Hence I am involved in straddling a business model that works plus the expectations people have around helping professions. Jonathan Hardy from sydney
Good stuff guys - I believe that as soloists, our greatest asset is the credibility that comes from empathy in our approach plus pride in the quality of our work. Grant Hyman from Sydney | Read my articles
I would like to think that it is doing the right thing to refer people to help colleagues or contacts if I can't do the job myself. Unfortunately, being on the receiving end of that taught me it's sometimes a costly and negative experience. One person's "friend" could end up costing another person their business - as almost happened to me in my set up period! As a consequence I set up a new company designed to facilitiate more effective introductions so this would not happen to others.
I don't charge a finders fee. I refer on people after doing due dilligence to ensure my "good will" introduction does not lose me a potential customer or positive contact. No one gets introductions unless they consistently evidence their competence and reliability.
If a contract is formed I receive a commission from the person who got the job. No one pays to join the network so we can remove individuals immediately if they cease to work to my standards.
I am just one person operating a business equivalent to a company containing as many as 6,000 commercial brands.
It's not a new idea but it ensures quality control. As a consequence my network has grown massively because people trust me to send them the right person for the job - not just someone I know who may or may not waste their time and money.
Jane Swain from Sheffield UK

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