These haven’t been get-fat-rich-and-happy times for small business owners. With the economy playing loop-to-loop, many of us have tightened our belts, cut back and hoped this recession will end soon.

Well, the good news is that we are supposed to be in a recovery. The bad news is that it’s taking its sweet time getting here. As a result, a breed of so-called customer, better described as predators, is on the prowl. These folks are more euphemistically referred to as bargain hunters, and they are looking to take advantage of cash-hungry business owners. They mostly bring bad business, and from my experience, bad business is worse than no business at all.

They'll drive you crazy, waste your time and leave you with little, if any profit. Here are a few examples:

The thief. This predator is looking for a freebie. As a consultant, I've found that this is the prospect who wants to see the proposal, the outline and as much detail as possible before committing. During lean times in my younger days, I've darn near given away the store in hopes of getting the contract. More often than not, they took the idea and then did the project themselves.

What to do:  Call the thief’s bluff by saying something like, “I can give you a quote for preliminary research, which will be taken off the final bill if the proposal goes to contract.” An even better way is to focus on your experience and services: “I know exactly what you need. I've done projects similar to this many times. I can even provide a list of references. In fact, I'm confident that we can meet your needs better than anybody else out there.”

The friend. This is the customer who knows you're in a cash flow crunch and tries to convince you that he or she is willing to help you meet your cash flow needs by taking product off your hands ... at a loss to you. What a pal.

What to do: At the very least, split the difference. Remember, this predator still needs your product, so turn the tables. “I can't give it to you for that price, my friend, but I will give you x-percent off my regular price. That way, we'll both come out ahead.”

The teaser. This is a variation of the friend, but one that tempts you with the casual bit of information that goes something like this: “Well, I only need one now, but I'll in the market for another 50 by July 1 ... that is, if the price is right.”

What to do: Explain the situation. “I can give you a fair and competitive price today. Then, when you're ready to act on the next 50, I know I can beat anybody else in the area.”

The gamer. This is the customer who loves squeezing you for all you’re worth. I had a client who decided to renegotiate a contract last year. Because times are tough, I came in at a reasonable reduction of costs. The customer pushed for even more, at one point telling me, “Hey, buddy, half a loaf’s better than nothing.” His goal was to rob me, roll me and then leave me for dead … and try to make me say thank you for the privilege. My reply to him is not printable.

What to do: Walk away. Better yet, run. And if you shake this predator’s hand on the way out the door, count your fingers before you leave. 

Everyone wants a bargain, but that doesn't mean you have to let them skin you, gut you and hang you out to dry. Remember that the predator who shows up looking to squeeze you today will definitely return tomorrow, but only to squeeze you a second time.

Predators are not loyal customers.  They want just one thing — another deal that adds up to a win for them and a loss for you.  That's bad business...and that's worse than no business at all.

By John Ingrisano

John Ingrisano is a small business owner and the author of The Back to Basics Book of Selling: A Guide to A Successful Sales Career. Contact John at john@ TheFreestyleEntrepreneur.com.