I’ve had 3-4 prospects this week that either try to reduce the price I quote them or tell me it’s way out of their budget.
One guy said he thought I said 1500 when I said 15,000.
What’s important is, maintain a brand and expectations.
I thought I’d share how I handled a meeting where the client asked for 10k instead of 15k.
I asked “If I said yes to reducing $5k, how would that make you feel about the service?”
At first he joked and said “it would be great”, but then he clearly understood that if we discounted that much just because, something isn’t right.
Another guy called and pretty much told me to “sell him”.
I replied that I no longer in the business of selling anyone, I’m in the business to help other businesses grow. I then directed him to review our company’s website where he can sell himself.
What’s important in this case is that I established that I’m not another web designer he is trying to get a deal with, I’m an agency owner of a reputable company. If he wants to work with us, it has to be a win-win situation.
Here is the mentality I go by ever since I shifted my mindset:
If they can spend 10k, they can spend 15k. They simply need to see the value which at the moment when he asked, he probably didn’t fully see.
The only reason they ask for a discount or say “I have to think about it” is because they simply didn’t see the value.
Point is, don’t discount your rates just to get the project.
I’m not talking to the people that literally just started and don’t have a single project yet. I’m talking about the agency owners and freelancers that are already up and running but struggling to get higher contracts.