Discounts That Don’t Undermine Your Value

“We have a lot of work for you… can you lower your rate?” No. This is one of the oldest tricks in the book. Clients dangle the promise of “ongoing work” to get a discount—only for that “volume” to mysteriously disappear after the first project. Here’s why discounting for volume is a terrible deal: • More work at once ≠ better work. Your best clients pay you well and respect your boundaries. High-volume, low-rate clients? They burn you out. • They set the wrong precedent. The second you discount, you’ve told them your work isn’t worth your original price. Now, every future negotiation starts at the “discount” rate. • Their “volume” is usually a lie. They’re testing to see if you’ll work for less. If they truly had steady work, they’d pay fair rates to keep high-quality freelancers around. Here’s what works instead: ✔️ Charge based on value, not quantity—your expertise isn’t a wholesale product. The best "more work" situations involve long-term relationships where you consistently increase the value you bring to clients. They're happy to pay top rates because you provide top services. ✔️ Offer retainers or bulk packages on your terms, with upfront payments, increasing brand and audience familiarity, and first-access service. ✔️ If they insist on a discount, respond with: “I don’t offer discounts, but I can prioritize quality and strategy to ensure maximum impact.” (This puts the focus back on your value.) Bottom line? Never let “volume” be the reason you lower your worth. The best clients don’t ask you to. Ever had a client pull this move? Let’s hear the wildest “we have tons of work for you” promises you’ve gotten!

I've analyzed 10,000+ sales calls and discovered something shocking… Elite closers NEVER discount when asked, "Can I get a better price?" While most reps panic and immediately cave, the top 1% have a completely different playbook 👇 Instead, they have a systematic approach that PRESERVES margins while CLOSING more deals. When you're quick to discount, you communicate TWO things that DESTROY trust: 1️⃣ "YOU CAN'T TRUST ME". They'll think: "Why didn't they give me the best price initially?" This makes them suspicious of everything else you've said. 2️⃣ "MY PRODUCT ISN'T WORTH IT". You're telling them you don't believe in your own value. If YOU don't believe it, why should THEY? Before using any strategy, run the objection through my H.E.A.R.T. framework: - H-ear them: "Cari, I appreciate the ask." - E-laborate: "Help me understand why you're asking?" - A-side: “Aside from the pricing, is anything else giving you pause?" - R-eclarify value: "What did you like most about our solution?" - T-ransition: Now use one of these 5 strategies... ➡️STRATEGY #1. THE REDUCTION CLOSE "Let's review everything in your package and remove what's 'nice-to-have' versus 'must-have.' Then we'll recalculate." You're NOT giving a discount. You're reducing what they're buying. Most prospects realize they want everything and end up paying full price anyway. ➡️STRATEGY #2. THE SUBSTITUTE CLOSE "I know we discussed Option X. Another option is Y, it does things 1, 2, and 3 but doesn't have 4, 5, or 6. However, it's $XXX less." Again, NO discount. Just a lower-priced alternative that creates value comparison. When they see what they lose, they often stick with the premium solution. ➡️STRATEGY #3. THE UPSELL VALUE GIVE "I can't discount, but I CAN include Premium Support for 30 days. Normally reserved for our highest tier and costs 30% more." The magic? They often upgrade after experiencing the premium feature! This is my personal favorite with the highest conversion. ➡️STRATEGY #4. THE 3 OPTION CLOSE Present good/better/best options BEFORE the price objection happens. When they ask for a discount, guide them to the lower option. This makes THEM decide between features vs. price. Instead of YOU deciding between discount or no deal. ➡️STRATEGY #5. FLEXIBLE PAYMENT TERMS Instead of cutting price, adjust WHEN and HOW they pay: → Half now, half in 30 days → Payments over 3 months → Net-30 instead of Net-15 One Fortune 500 client increased close rates 32% with this approach alone. ➡️THE LAST RESORT: GIVE TO GET If you absolutely MUST discount, NEVER give without getting something in return: "I can do 10% off if we add 5 more licenses." OR "I can do 10% off if you introduce me to 5 other business owners who could use our solution." You're conditioning how you do business AND maximizing value. — Hey sales pros, want to handle objections better? Go here: https://lnkd.in/g-uJ7ECX

⚠️ **Trigger Warning** ⚠️ **Taboo Subject 🤐: Professional Fees** **Should I lower them?** ⛔ **Negative Consequences:** 1. **Devalues your work**: undermines your perceived value and professionalism. 2. **Attracts low-quality clients**: lower prices often draw clients who prioritize cost over quality. 3. **Limits future opportunities**: accepting lower fees may fill your schedule with less profitable work, preventing you from pursuing higher-paying or more fulfilling projects. 4. **Creates resentment**: working for reduced fees can lead to frustration and lower motivation, affecting the quality of your work as well as your relationships with clients and peers. 5. **Harms long-term business**: it damages your reputation as a high-value professional, making it harder to increase fees later. 💡 **Instead of reducing fees, consider negotiating project scope or offering added value to maintain your pricing integrity.** ⛔ **Long-term Adverse Effects:** 1. **Financial instability**: lower fees can make it difficult to sustain your business or meet personal financial goals over time. 2. **Devaluation of expertise**: clients may perceive your work as less valuable, assuming that lower fees reflect lower quality or professionalism. 3. **Burnout and overwork**: you may need to take on more projects to compensate for reduced income, leading to exhaustion and diminished quality of work. 4. **Difficulty raising fees later**: clients will resist future increases once a lower rate is established 💡 **Fee reductions can harm your career and financial stability in the long run.** ✅ **Negotiate Better Fees Without Compromising Your Professional Integrity:** 1. **Know your value**: communicate your unique value, supported by data, client success stories, or specialized expertise. 2. **Prepare thoroughly**: research the other party’s needs, constraints, and professional standards to create realistic proposals and anticipate counterarguments. 3. **Communicate transparently**: be honest about your pricing. Transparency builds trust and credibility. 4. **Focus on win-win solutions**: identify mutual benefits by tailoring your offer to align with the client’s key priorities while maintaining your professional fees. 5. **Be flexible on terms, not value**: instead of lowering your fees, adjust payment schedules or include added value, such as minor extras or consultations. 6. **Maintain integrity**: to build credibility and trust, keep commitments and respect ethical boundaries. Consult with peers —we are collaborators, no competitors! 💡 **By combining these tactics with respect and professionalism, you can achieve favorable outcomes while preserving your reputation.** #worth #value #fees #transparency

The moment you negotiate on price, you've lost the value conversation. I see it happen to accounting firms all the time... They discount their fees, only to resent their clients later. Here’s why negotiating fees misses the point: 1. They’re focused on price, not value. • Clients often think cheaper is better. • They overlook the long-term benefits. • They miss out on quality service. 2. It creates a race to the bottom. • Lowering fees leads to lower standards. • It devalues the industry. • It hurts everyone involved. 3. It undermines the relationship. • Trust is eroded when fees are haggled. • It shows a lack of respect for your expertise. • It sets a bad precedent. Instead, educate clients on the impact you can make: 1. Show them how you'll save them time & money. • Use examples from past projects. • Highlight efficiency improvements. • Demonstrate cost-saving measures. 2. Highlight your expertise & track record. • Share your qualifications. • Provide case studies. • Showcase your successful projects. 3. Share client success stories. • Use testimonials. • Show before-and-after scenarios. • Let your results speak for themselves. And if they still push for a discount, try this: 1. Ask what they would be willing to give up in return for a discount. • Suggest reducing the scope. • Offer fewer deliverables. • Maintain quality, but adjust quantity. 2. Offer a lower-priced option with fewer deliverables. • Create a basic package. • Keep core services intact. • Add premium options for extra value. 3. Suggest a trial period to prove your value. • Offer a short-term contract. • Show results quickly. • Build trust over time. Not every client is a good fit. But by shifting the conversation from price to value... You'll attract the ones who understand that. P.S. Ready to showcase your value without cutting your fees? DM me "Pricing Framework" to learn how.