The famous industry standards! Industry standards are great to justify pretty much anything you want or feel like...
and when you combine the "industry standards" with I am sure you get:
- I am sure you understand that the industry standards for this type of photos are:...
- I am sure you understand that the industry standards for this type of assignments are:...
How can they argue with you? You may still drop your price somewhat but:
- Not as much as they wanted.
- You are doing them a favor by "lowering your price below the industry standards."
Whenever you lower your price:
- Let them know on the invoice that they are getting a discount as a separate line item on the invoice/final bill.
- Always, always use the "one time discount" sentence on all your communications with the customer.
- Always give some justification for the lowering the price such as:
- Volume discount
- Establish a relationship
- Trying to help them
Once you have mentioned "industry standards", you don't have to prove, refer or... it's an "industry standard"! Isn't that beautiful?