How to Handle Clients Who Ask for Discounts
Effective strategies and scripts for responding to discount requests without devaluing your work or losing the deal.
The Dreaded Discount Request
It happens to everyone: you send a perfectly crafted quotation, and the client replies asking for a 20% discount. How you handle this request dictates your profitability and the dynamic of the client relationship.
1. Don't Say Yes Immediately
If you immediately agree to a discount, you signal to the client that your original price was inflated. It damages trust.
2. The "Scope Reduction" Strategy
The best response to a discount request is to reduce the scope of work.
"I understand your budget is $4,000 instead of $5,000. To meet that budget, we can remove [Feature X] and [Feature Y] from the proposal. How does that sound?"
This maintains your value while accommodating their budget.
3. The "Trade" Strategy
If you must give a discount, get something in return.
"I can offer a 10% discount if you agree to pay 100% upfront," or "...if you agree to a flexible deadline."
4. Know When to Walk Away
Some clients are simply not a good fit. If a client demands a massive discount and refuses to compromise on scope, it's often better to politely decline the project. Problem clients usually start by haggling over price.