Why I Don't Take Deposits Up Front

Intel Brief

Designing business systems around trust rather than fear creates better client relationships, even if it means risking the occasional unpaid invoice.

Zach Brown

Founder, Sales Pipeline Pros

Operator Note

I mentioned last week that I’ve had to fight a little harder to get invoices paid recently.

A few people told me, “Just take a deposit up front — that’ll weed out the tire-kickers.”

Fair point.

But I don’t do that.

Here’s why.

I’d rather build my business on good faith than fear.

Because when you start designing your systems for the 1% who’ll take advantage of you,

you end up punishing the 99% who were going to do the right thing anyway.

That’s how trust dies — one “policy” at a time.

Someone screws up, and the next thing you know, everyone else has to sign three new forms.

We all hate those dumb rules that exist only because one idiot ruined it for everyone.

So in my business, I’d rather risk being burned once in a while

than treat every good client like a suspect.

The 1% will always find a loophole.

But the 99%?

They remember when you trusted them first.

Written by Zach Brown

1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?