Insider tips: How to respond to a request for a discount

Hi Friend,

Yesterday, I wrote about why I caution against offering new client discounts to get new clients. Today, I’m writing about how to deal with requests for a new client discount (although any request for a discount can be handled in this way).

You don’t have to be snarly like this lion all the time, but sometimes it helps Photo by jean wimmerlin on Unsplash

Most of the work around not negotiating on your price has to do with your mindset. If you’re in a financial pinch or don’t have a lot of experience, it can be tempting to give in for the sake of getting work.

But remember a few things:

1. Just because someone asks for something, doesn’t mean you’re obligated to give it.

2. You can say “no” without actually saying “no” (although “No, I don’t offer discounts” is a perfectly reasonable answer to the request).

3. You’re a business owner and your obligation is to charge enough that you are not losing money on the projects you take on.

4. Every time you allow someone to negotiate your price down, you get more comfortable with doing so, and less comfortable with sticking firm on your price.