How to respond when someone asks to discount your services
How to Respond When Someone Asks for a Discount on Your Services
A common client question I get is, "How should I respond if someone asks for a discount on my services?"
Short Answer: "Let me see if I have something else to meet your budget."
The Long Answer:
I am not a fan of discounting.
You've taken the time to price your services based on your time, energy, costs, expertise, and the value you provide to your target market. You don't have to discount just because someone asks.
But you also don't have to say no outright.
If they're asking for a discount, it means they're interested in working with you. That's a good sign! So instead of reducing your price, offer an alternative.
Here’s How You Can Handle It:
Offer a Reduced Scope: Instead of lowering your price, suggest reducing the scope of work. This way, the client can still benefit from your services, but at a level that fits their budget. For example, if your full package includes five sessions, offer a package with three sessions instead.
Provide a Lower-Priced Service: Offer a different service that aligns with their budget. If your premium service is out of their range, present a more basic service that still delivers value.
Present Choices Clearly: Give them the choice between the original service and the alternative. Explain the benefits and results of each option clearly. For instance, the original service will meet their needs and deliver X results, while the lower-priced alternative will be good and deliver Y results.
Why Not Discounting Works:
Discounting can lead to resentment and devalue your work. It means potentially saying no to other full-priced work, requiring you to work more to make up for the shortfall. This is exhausting and can make you feel undervalued.
Believe in Your Pricing: Your prices reflect the quality and value of your work. Stand by them. When you believe in your value, your clients will too.
Remember: It’s okay for someone to ask for a discount. It's not a slight on you or your services. It's just a question. How you respond is up to you.
Your Response Matters: You're not saying no. You're saying, "Yes, I do want to work with you. Let’s see what we can do within your budget."
Stay confident in your value and your pricing. By offering alternatives instead of discounts, you maintain the integrity of your work and ensure your clients still receive the best you have to offer.
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