How to Answer a Defensive Question

There are going to be potential clients who ask you if you have some past clients they can speak to as a reference. However, what does entertaining this request signal to both your potential and past clients?

What it signals is, “Someone has doubts about paying me.” Now, you do not want clients thinking people have doubts about paying you, and you definitely don’t want those potential clients expressing those doubts to people currently paying you. Discover how to firmly say no, give your potential client the reassurance they’re looking for yourself, and be okay with that potential client walking away if you don’t give them a reference.

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