1#
Clients who perpetually push for lower prices while expecting the same deliverables aren't negotiating. They're engaging in a form of business sabotage. My stance? I don't capitulate to this pressure. Instead, I redirect the conversation.
When someone insists on paying less immediately, I offer structured payment terms. When they want a lower overall investment, I propose a scaled-down version of the solution.
Always refuse the "pay less because you should" as a legitimate request.
2#
If you approach price discussions from a defensive position, the customer feels the tension. This is bad, really bad.
But if you genuinely adopt the role of someone helping them find the right fit, it’s totally different. You're collaborating toward a solution, not competing for a concession. This approach lets you iterate through options repeatedly without draining customer goodwill or exhausting their patience.
Guide them, never push them.
3#
When you're starting out, you won't have perfect data on what your market values most. You learn through repetition. As you work with similar customer segments, patterns emerge. You'll notice which features drive decisions, which components justify premium pricing, and where customers see the most value.
Once you've identified these patterns, you can standardize your approach.
Create a repeatable template for presenting alternatives based your budget at one point in the time.
FME : I remove something valuable. This jolts them into reconsidering. If they still hesitate, I continue the process—fewer features, lower price—until we land on something they'll accept.
4#
Discounting cash ? Consider trade off instead.
If someone wants a price reduction, I sometimes say I'll give you a $500 discount if you :
- Leave reviews across all major platforms
- Provide a video testimonial of your results
- Share your progress journey publicly (before, during, after)
- Introduce me to two people you think would value this
From their perspective, a discount off is huge. From my perspective, I've just gained earned media, social proof, and qualified referrals—assets potentially worth many multiples of that discount.
It's asymmetrical value in my favor, but both sides feel they won.
Always equalize from both side before closing a deal.
