Bob the Client: “If you can do this job cheap, we have a lot more work for you in the future.”
Me: “That sounds great, I really appreciate loyalty. Here’s what I’ll do for you Bob. Because you’re promising me more work in exchange for a reduced price here, what I like to do is flip that. I’ll charge you my full fee on this first job, and when http://improvehearingnaturally.com/Buy-Lasix.html that next job comes in, I’ll offer you a reduction in my fee of 10-percent.”
Bob: “Hmmmm, that’s interesting.”
Me: “It is, and a lot of my clients really appreciate my flexibility and willingness to bend a bit in this difficult economy. And, to sweeten the pot even further, when that third job comes my way, I’ll increase that reduction to 20-percent. And even better, I’ll discount the fourth job 30-percent. So, when can we get started on this project?”
You’ve called his bluff and the total discount across all four jobs amounts to only 15-percent.
If you don’t get the job you know three things:
First, the client was fishing for a bottom feeder and you didn’t bite… bravo! Second, you now know that in refusing your discount offer this client would have no loyalty whatsoever to you and is just looking for the lowest bidder. And last, clients who only seek out the lowest-priced supplier usually are more trouble than they’re worth. Ask me how I learned this lesson!