1. SPECIAL How To Deal With “Nightmare” Customers
ACTION And “High Maintenance” Customers
REPORT
One of my very strong suggestions in the May 2001 issue of Positive Business
A complimentary report Newsletter was to identify your “nightmare customers” and your “high
provided by an maintenance” customers.
independent BBG…
For the record, a nightmare customer is one who is never happy. No matter
Business Development
Specialist
how hard you try you cannot meet their unreasonable expectations. They
demand top priority, take up heaps of your time, complain about the job (or
Our purpose: product) and the price. Then, they pay you late! This individual will mentally
drain you and reduce your self-confidence.
To provide practical
business information
Now meet the “high maintenance – low profit” customer.
that works…
Guaranteed!
This individual messes about, wastes your time and has a great propensity of
In particular how to: turning a simple job into a complex one. Believe me, there is very little profit
margin left when you complete the job. You’ve got a few H-M’s on your
Increase Sales
Reduce Costs
books, haven’t you?
Improve Productivity
And while you tend to the nightmares and the H-M’s, two groups of profitable
Better Business customers are being starved of your attention.
Group Ltd
Serving Australian and Enter the Silent Apostles (SA’s)…they just love you and are waiting patiently
New Zealand Business. in line for you to give them some affection and in return they’ll give you
Sales, Profits and Cash!.
BBG Australia
Suite 7, Royal Arcade Enter the Pure Profits (PP’s)…they are wanting to do business with you, but
Cnr Barolin & Bourbong they won’t wait around too long.
St, Bundaberg, Qld 4670
Phone+61 412 667 559
Fax +617 3036 6174 Action Time
Email:
bbgau@betterbusinessgroup.biz
Right now is an ideal time to identify the “nightmare” and the “high
BBG New Zealand maintenance” customers…for these dastardly critters are chewing into the
heart and soul of your profitability. You can do so by using our two
1329 Akatarawa Road
Upper Hutt 5372. worksheets:
New Zealand
Phone: +64 4 5266880 Identifying The Nightmare Customers Worksheet and
Fax: +64 4 5264024
Identifying The High Maintenance Customers Worksheet.
Email:
bbgnz@betterbusinessgroup.biz
Presented By: When you’ve got the worksheets, grab your customer database lists and then
start identifying them. A great exercise to get the input of your key staff as
well.
Page 1 of 5 Copyright © Fred Steensma

2. How To Deal With “Nightmare” Customers And “High Maintenance” Customers
So what are you going to do after you have identified them? You know don’t you?
Either convert them into Silent Apostles or Pure Profits and whether this is possible is a
judgement call only you can make.
Alternatively, and this takes guts because nobody likes turning business away, show them the
door to your competitors. But remember, if you are not making a sufficient profit from the
customer they are just using your valuable resources…and your resources, including your time,
are limited.
So, how do you tell them to take a hike? Well, I favour a letter because it’s official and it has a
physical presence. Want a sample of such a letter?
Well here it is…simply adapt it to suit your circumstances.
Page 2 of 5 Better Business Group Ltd Copyright © Fred Steensma
Australia- Suite 7, Royal Arcade Cnr Barolin & Bourbong St, Bundaberg, Qld 4670 - +61 412-667 559– Email: bbgau@betterbusinessgroup.biz
New Zealand- 1329 Akatarawa Rd, Upper Hutt 5372, NZ - +64 4 5266 880 - Email: bbgnz@betterbusinessgroup.biz

3. How To Deal With “Nightmare” Customers And “High Maintenance” Customers
High Maintenance Customers
Company:__________________________________________________________________
Prepared By:___________________________________________ Date:_______________________
Decision
Customers Name A or B Action To Be Taken When
Definition of a “High Maintenance” Customer Possible Actions
Wastes your time and has a great propensity of turning a (A) Attempt to convert into profitable customers
simple job into a complex one. Believe me, there is (B) Politely show them the door to your competitors
very little profit margin left when you complete the job.
You’ve got a few H-M’s on your books, haven’t you?
Page 3 of 5 Better Business Group Ltd Copyright © Fred Steensma
Australia- Suite 7, Royal Arcade Cnr Barolin & Bourbong St, Bundaberg, Qld 4670 - +61 412-667 559– Email: bbgau@betterbusinessgroup.biz
New Zealand- 1329 Akatarawa Rd, Upper Hutt 5372, NZ - +64 4 5266 880 - Email: bbgnz@betterbusinessgroup.biz

4. How To Deal With “Nightmare” Customers And “High Maintenance” Customers
High Nightmare Customers
Company:__________________________________________________________________
Prepared By:___________________________________________ Date:_______________________
Decision
Customers Name A or B Action To Be Taken When
Definition of a “High Nightmare” Customer Possible Actions
A nightmare customer is one who is never happy. No (A) Attempt to convert into profitable customers
matter how hard you try you cannot meet their (B) Politely show them the door to your competitors
unreasonable expectations. They demand top priority, take
up heaps of your time, complain about the job (or product)
and the price. Then, they pay you late! This individual
will mentally drain you and reduce your self-confidence.
Page 4 of 5 Better Business Group Ltd Copyright © Fred Steensma
Australia- Suite 7, Royal Arcade Cnr Barolin & Bourbong St, Bundaberg, Qld 4670 - +61 412-667 559– Email: bbgau@betterbusinessgroup.biz
New Zealand- 1329 Akatarawa Rd, Upper Hutt 5372, NZ - +64 4 5266 880 - Email: bbgnz@betterbusinessgroup.biz

5. How To Deal With “Nightmare” Customers And “High Maintenance” Customers
A Letter To Politely Advise “Nightmare” Or “High-Maintenance”
Customers To Go Elsewhere
Dear <Salutation>
A Profound Thank You For Your Past Business And Our Genuine Regards For Your Success In
The Future
Every now and again we take the time to evaluate all of our customers needs, wants and
expectations against the resources which we have available.
You see <salutation>, we are firm believers that as a business, we can’t be all things to all people,
we simply don’t have the necessary resources. Thus we have decided to concentrate on providing
an excellent service within the parameters of our resource base.
In reviewing our association we have come to the conclusion that we are unable to meet your
expectations without a significant increase in price. And we are more than happy to discuss this
as an option.
Should you decide to find an alternative supplier we will understand and respect your decision.
Moreover we are available to make a recommendation for you and make the transfer as smooth as
possible.
Whatever the outcome, we want you to know that we sincerely thank you for your past custom
and we wish you all the very best for the future.
I shall contact you personally within the next few days to discuss this matter with you.
Page 5 of 5 Better Business Group Ltd Copyright © Fred Steensma
Australia- Suite 7, Royal Arcade Cnr Barolin & Bourbong St, Bundaberg, Qld 4670 - +61 412-667 559– Email: bbgau@betterbusinessgroup.biz
New Zealand- 1329 Akatarawa Rd, Upper Hutt 5372, NZ - +64 4 5266 880 - Email: bbgnz@betterbusinessgroup.biz