5 Lines That Close Deals, Save Jobs, and Win Over Tough Clients

“We strongly recommend crating this — here’s what happens when we don’t.”

WHY SAY IT: Brian Hite’s team shipped display cabinets on pallets at the client’s insistence. Eighty percent arrived damaged. Tens of thousands to reproduce. When you have the expertise, advocate for it. Clients respect directness more than deference — especially after a loss.
WHEN TO SAY IT: When a client pushes for the cheapest shipping option on fragile or high-value work.
SOURCE: Brian Hite, principal, Image Options

“What’s one thing that bugs you about how you do your job?”

WHY SAY IT: This is the seed of a Lean culture. When you ask this — and then give people the time and authority to fix it — you get buy-in, not compliance. The improvements compound daily. Holland says people who make their own improvements take pride in them, enjoy the results, and look for more.
WHEN TO SAY IT: One-on-ones, morning meetings, or whenever you’re walking the production floor.
SOURCE: Lukas Holland, FastCap

“I want everyone to see what [name] did.”

WHY SAY IT: Calling out a win in front of the team does two things at once: it rewards the person who earned it and shows everyone else what “good” looks like. Lukas Holland says nothing motivates like public recognition — and morning meetings are the perfect stage for it.
WHEN TO SAY IT: During your daily standup, when a team member has solved a problem, saved a job, or improved a process.
SOURCE: Lukas Holland, FastCap

“Cheaper is usually more costly in the long run.”

WHY SAY IT: Whether it’s shipping, substrate, or installation shortcuts, clients who optimize for the lowest price often pay twice. This line — spoken with confidence, not condescension — positions you as the expert who’s seen how it plays out. It gives the client permission to spend wisely.
WHEN TO SAY IT: When a client is about to make a decision you know will backfire — cheaper materials, skipped lamination, DIY install.
SOURCE: Brian Hite, principal, Image Options