I know most of you will argue this concept, but I like idea so here go's: I recently closed a deal with a skeptical customer who has just moved here from California. She was a hard sell because she was not aware of my reputation, and had no idea of how to interpret the concept I was trying to interpret to her with my presentation (I don't do demos as most of you know). As the conversation progressed, it occurred to me that she simply needed the assurance that she was not going to get "screwed" if I turned out to be some kind of salesman with a whole lot of "pitch" but lack-luster results. To satisfy her hesitation, I told her that I would install the job as planned; if she didn't like it, I would take it out and not charge her a penny. We arrived on site as planned and she informed me that she would not be home till late. I agreed to meet her at 9PM that night for final adjustments. On my way to her residence that evening I received a call from her. She had come home early, and told me that she could not wait to call me. Her exact words were "it looks exquisite!" Having said all of this, the thought has occurred to me that I might extend this offer to every potential client that may be hesitant to sign on right away. In my eight years of doing lighting, I have never had a dis-satisfied customer; therefore, I don't see how this would be a risky move on my part. I know a lot of you require a deposit before doing any work, but I have never really cared about the deposit (even though 50% is written into my contract). Honestly, I actually ask for a deposit on about 5% of my installs, but I have never not been paid on time for any job (except one subdivision entrance involving a HOA board). In my opinion, this is a good way to put the customers mind at ease and release them from any obligation. If you're good at what you do, there will be no problem for them to write the check. I know it's a cocky way to do business, but I'm thinking it's a WIN-WIN for both the skeptical customer and myself. Any thoughts?