Ever have that client who sends you an inquiry where they start with flattering you and telling you how amazing your work is, and then they kick you in the gut by asking you for your amazing services at a discounted rate?
We have all been there…
But what do you do? Do you take the client at the discounted rate just so you can have the work, or do you stand firm in your pricing?
I'm here to tell you to tell you to take a stand!
First of all, you are worth every single penny of your pricing.I would be willing to bet you didn't just stick some random number up on your services page just for the fun of it. I mean how long did you think about your service, and the amount of time each project would take you before you finally decided on that number value for the service or package? Research and time went into structuring your pricing. How many other people see your work and KNOW that it is most likely still a steal for what you are charging? Those are the clients that you want to be working with. So stand firm on it. Know that you are worth what you charge, and know that the clients that you want to work with will know that as well without you having to explain it all to them.
Another reason not to take on the “discounted client” is that it almost never works out the way you want it to. First of all the client has already let you know that they are a little picky and that they feel like they deserve that special pricing. They will still want the same amount of work done, and will most likely be even harder to please. Do you really want to work harder for less money? I know I sure as heck don't! I LOVE what I do, but let's be honest, I do not want to do it for free.
So if you still want the client but won't budge on pricing, what do you do? Instead of flat out saying no and just losing any chance of working with that particular client, why not make them see the value in your service/product and let them know that your pricing is actually great! For example, I had a dear friend ask me about doing a logo for a friend of hers, but unfortunately the friend is on a tight budget. Is there anyway I can do just the logo and nothing else. I politely told her that I wasn't flat out saying no, but there is so much value in the items that I would be removing. Finding your style and color pallet together is part of your brand discovery. If you don't go through that discovery period, then your brand may not turn out to be something that you love long term. She totally understood that, and if the potential client sees that value as well then I will offer a payment plan, but I don't want to cheat either of us by half ass doing a logo for her just to be cheap.
Did you see what I did there? Depending on your price point, you could always offer a payment plan. With my packages I always split it up into two payments, there is always the fifty percent non-refundable deposit and then the final payment. But, if they need to, I do allow my clients to break this up into three payments. I know that my packages are an investment, but I also know they are worth it! So instead of taking a discount, I just offer them a better solution for the both of us.
This brings me back to my point in all of this. YOU are worth it! You are worth every penny that you charge. You have a valuable service that people want to hire you to do. If they choose you for that talent then they need to accept your price point as well. I mean do you think they go to the salon, the doctor, or their favorite store and try to haggle with them? No! They do not, they know the value in the service or item and they accept it. Your ideal client will do the same thing. If they don't, then do you really want them as your client?
So here is what I want you to do. I want you to go to your computer and draft out an email. In this email I want you to, in the most polite way possible, turn down a client asking you for a discount. Educate them in the value of your item or service and help them understand your price point is a steal and was structured the way that it is for a reason! Then save this email and use it the next time you get that inquiry. Don't be afraid to say no. You are worth it, and you will be happier in the long run.