Recently a regular client tried to low-ball me. Mattie knew my rates, but she asked if I would consider going lower. Of course it would only happen once. Their budget is quite tight... Immediately, 2 things came to my mind:

1. If I give them a lower price, they would ask for it again.
2. Are they really having a tough time or is she trying to squeeze me?

Instead of answering her right now: "How can you dare even asking me to lower my prices? My work is on par with Rembrandt and Gaugin combined!" I just said:

I went for a walk with my dog to calm down, lower by blood pressure from apoplectic to normal and start thinking.

1. I don't really know if they are having a tough time, but times are not great.
2. I think that she is trying to squeeze me.
3. If I give in this time, if there will be a next time, she will ask for the same lower rate.
4. I'd like the work, but I'm not desperate.

So after asking my dog for his advice¹, I decided:

• No discount, no lower rate, the price is the price and will stay the same price. I can't afford to go out of business.
• I still have to give-in on something. My "normal fees" are: part payment before the start², and the rest due on the delivery of photos.
  1. I did ask for 1/2 of my normal booking fee payment to start.
  2. I gave them also another 45 days to pay after the delivery of the photos.

The next day, I emailed Airin:

I phoned in the afternoon, "just to make sure that she did receive my email". Then we spoke, and she said that looked good, but would have to run it over with her boss. Last Friday, I received her email that the PO was issued, the photo shoot was going ahead, and the first cheque was in the mail.

¹ He is a very wise dog, and does not charge too much: just a little bit of cheese and a mini-biscuit. ↑

² My normal booking fee is usually between 25% to 33% depending on the weather, where the wind comes from and what I can get away with ↑

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Tags: Biz101 | Customers | Pricing