Sarah is a very successful individual. She owns 3 pastry shops in my metropolitan area.
Smart. Well-rounded. Well connected.
The type of person that will give my design company the respect it needs.
There is only one problem:
SHE ALWAYS ASK FOR A DISCOUNT!
That’s right. A discount. A discount for the continuous business she brings to me. A discount for the countless changes she requires from me. A discount for the numerous late nights spent completing her assignments. A discount because, well, just because.
This is the client I always hoped for. But when I calculated the amount of time and effort I put into pleasing Sarah and making sure every “I” is dotted and every “T” is crossed, that does not add up to a discount.
Reducing the client’s urge to ask for a discount
Now, I did not want to lose Sarah as a client, but I wanted to find a way to eliminate her necessary urge to ask for a reduced price.
I let the thought run through my head over and over again. Then it hit me…
Just simply smile.
Smile when you tell that cheap client that discounts on your services will ACTUALLY bring down the quality of the work. You might say something like:
“You see, we as designers use time as one of our measurements for determining price. If we decrease our price, we have to decrease the amount of time we put in completing your work. That, in the end, might not be the greatest idea.”
Then proceed by using the economic saying:
“there is no such thing as a free lunch. Discounts always come with a price, that YOU as the client end up paying for in the end.”
Victory at last!
When I spoke those very words to Sarah, her facial expression change. She thought for a moment. What she said next was music to my ears… “you’re right, lets skip the discount. “
In an instant, I altered Sarah’s mindset about asking for a discount. Now, if only I can change her idea of constructing biology 101 on my work, we would have the best work relationship. Maybe next time.