If anyone ever asks you for a discount, by all means go ahead and say Yes.
You might really need the money (we’ve all been there).
You might be caught off-guard by the request and feel like you can’t pull together an articulate or adequate reason to say No (we’ve all been there, too).
You might really want to work with this particular client (it’s absolutely fine to fall in love… if you’re sure the feeling is mutual).
You might believe your service or product doesn’t warrant the price you put on your proposal in the first place (note – this is always going to be subjective, so market research and competitor analysis are your friends, here).
You might believe you’re not a credible enough person to be charging any higher than what your cut-cost client is willing to pay (don’t say “imposter syndrome” to me – it doesn’t exist, and instead what you’re feeling is merely normal human self-doubt plus lack of self-confidence).
There are lots of reasons to say Yes when you’re asked for a discount, and although I admit I often wince when people do it, I wince even more when I remember the times I’ve done it myself. I’m pretty convinced that any success I’ve had in my business has come not from talent or ability, but from having made and learned from some pretty massive mistakes along the way. A lot of those mistakes have centred around payments. Please don’t tell my mum.
Now, this blog isn’t me being a “know your worth” kinda girl. For all I know, you might be taking the absolute p*ss with the original price you’ve put on something (probably because some twat on LinkedIn told you to know your worth, without ever looking into the fact that you might also need to know your market, know your audience, and know your bloody talents, limits, and capabilities, too). That’s perhaps a blog for another time, though, so let’s say for the purposes of this piece that we’re all credible business people and genuine humans with proper stuff to sell.
With that principle agreed, please allow me in my capacity as a good writer and fairly decent communicator (if not in any way the world’s best/most experienced business person) to give you some words to wield when someone asks for a discount and, for whatever reason, you really don’t want to give it.
In no particular order, these might just work:
“Feel free to shop around… I’m sure there’ll be something out there to better suit your budget.”
It’s true, there will always be an option elsewhere. This response frees up everyone nicely from a potential bind, because if this person really wants to work with you, they will.
“Is there another price you had in mind?”
If they want to present a reduced budget, this could be the perfect opportunity for you to present a reduced offering to match it. I do like this one, I really do.
“The price is going up on XXXX, so this is actually the lowest price it will be from this point onward.”
I would only say this if you are indeed planning on putting your prices up. We don’t need to scare people into buying from us – this isn’t LinkedIn (unless you’re reading this on LinkedIn, obviously…)
“It’s never something I’ve done before and not something I’ll be offering in the future.”
Incidentally, this is a nice mantra to practise in the mirror to get good at holding your ground. (I have no idea if that sentence I just wrote was figuratively or grammatically accurate, by the way…)
“Out of fairness to my existing clients who pay full price, I don’t offer discounts on anything I provide to lovely new ones.”
Think how you’d feel if the roles were reversed, and you’d bought something full price from someone in good faith, only to learn that they’d significantly lowered the price for the person who rocked up after you. Doesn’t seem fair, does it?
And finally, my favourite response:
“No.”
A conversation with my child between the ages of 2 and 5 confirmed to me that this is absolutely a full sentence, whether I can stomach it or not. You have to be able to hold firm after saying it, of course, but there’s never much wrong with No. You’ll likely feel the urge to add more words to pad it out, but don’t you bloody dare allow “sorry” or “unfortunately” to enter than mix. You’re not sorry, and it’s not unfortunate. Well it is for them, obviously, but not for you. By all means add “It’s not something I do” to the end, if No feels a little curt (which my child most certainly is).
Depending on how the request for a discount has been made means you might instead feel inclined to simply respond with, “Go screw yourself, Rob” (if their name’s Rob), but I’ve been told on many an occasion that this isn’t perhaps the most professional of responses, sadly. Maybe go back to my six initial suggestions above, instead. See how you get on.
Do these words work?
I know they work – i’ve used them myself. I’ve no doubt there will be some people reading this with a smirk because they know full well I’ve cracked quicker than an egg in Mary Berry’s mixing bowl when they’ve asked me for a discount. If that’s you, just know that I was either very young or very naive…
Having said all of that, there are instances were I do indeed offer discounts – and before I’m even asked for them, no less. I offer them purely on work you’re paying for all in one go, of course…
For example, if you pay for a one to one with me, you pay full price. If you book a block of them, however, you pay a reduced ‘per session’ rate. Similarly, if you book several pieces with me as part of a project, of course I’ll charge you less per piece than if you were wanting me to write just one of them. Everyone loves a bulk buy! And if you go all-in and book me for many things – eg, some training, some writing, and a poetry anthology (not really), absolutely your faith in me and loyalty to me as your writer of choice is rewarded with money off.
But a one-off purchase? Come on… And yes, even if you do promise that if I do a good job (oh please) this will “lead to future work“, it’s still a No.
Something else to consider before you choose which option to go with, by the way – I’d say look at who’s asking the question.
If it’s a friend or family member, I’d personally be p*ssed off with them asking and wouldn’t be inclined to do them any favours as a result. These are the people who know you, love you, and who should want you to do well and succeed. You can always offer mates rates (and you will, because you’re lovely and a good friend), but they should never be the one to ask for money off in the first instance (in my opinion).
Other people to be wary of…
If it’s someone who’s spent the majority of the call telling you how wealthy and successful they are, remember that they themselves would likely never say Yes if someone else asked them for a discount, given how important money is to them. You can even put them on the spot with that question, if you want to test the theory.
Also be hugely aware of anyone who doesn’t simply ask for money off or a reduced rate, but someone who ties it all up in the context that they personally believe – and are happy to tell you – that you’re too expensive. Instantly, they’ve tried to make this a you problem, and therefore, one you should be solving on their behalf. Apparently the fact that they can’t (or simply don’t want to) pay for it isn’t something they should take accountability for. They’re out there, and those are the people who aren’t just looking for a discount; they’re looking for power, too. Even at full price, can you imagine what that person would be like to work with once they paid and subsequently felt like they owned you? Send them packing. Politely, if you must.
Look, most of of us love the idea of a discount because it gives us a little ray of sunshine on an otherwise cloudy day. We’re human and we love the rush. But as much as we like to feel special, the majority of us are reasonable enough to hear a No in response to what we’ve asked for in these situations. I’ll admit that I’m so guilty of loving that rush, but these days I get it because the discount is offered to me as a gesture, not because I’ve asked for it. These people are fair people, and their question deserves a fair answer.
What you never owe anyone, however, is a justification.
They already know you’re good – they wouldn’t have called you, otherwise.
They already know you have overheads – they run a business (or have bills) themselves.
They already know what problem you solve and what benefit you bring – that’s why they found themselves with a need to have a conversation with a professional like you in the first place.
And if you’re the person perpetually bartering with business owners? Recognise that if you’ve got a problem, you find a professional, and you pay them. It’s a situation we’ve all found ourselves in and a system we’ve all followed. It’s literally how business works.
The price is the price is the price.
And if other people are happily paying it fully, it’s absolutely always right.
(If not too cheap. but again, that’s a blog for another time).