Rates don’t only show the amount of money which you charge for you services. The price of your services is one of the most important decisions. Customers tend to think that the more things or services cost, the more they are worth. Simultaneously customers always want to get discounts. Rates are related to your service quality and to the value of your brand.
The majority of potential clients ask for discounts and it is hard to imagine a situation, when a customer doesn’t try to negotiate the price. There are five reasons why discounting is bad for your business.
- Discount creates an expectation that everything can be negotiated. If you give a to a new customer, he or she will also expect to negotiate the deadline and other things. Also, when he or she uses your services again, they will require the same discount, because they received it the first time.
- You will look less professional. Customers who have business experience know that quality services can’t be cheap. If you have experience and good skills, don’t undermine yourself. Price is not the most important to customer purchasing behavior.
- Customers lie about additional work to get discounts. Many customers use the old trick when they try to convince you that this is only the first assignment of a long and profitable collaboration. If they demand you to make big discounts for the first job and they suggest they will give you more orders in the future, offer for them to write up a contract.
- As a freelancer, you work to serve every customer’s individual needs. You aren’t a factory and can’t produce identical pieces. Good quality tailored services can’t come at a low price. Remember this: as a freelancer, you always create unique products or services.
- A business is not a charity. Don’t let yourself get into financial problems because you think that increasing your price won’t be fair. When you earn less ,you have to spend less on your basic needs, your working tools, courses or books for you skills improvement. Also, you never know when you will need the extra money for unplanned situations.
Do you feel like you are working your butt off yet not seeing much profit? Maybe you price already is too low. When you start to negotiate with your customers about your price, you should know your minimum acceptable rate, including your personal and business overheads as well as taxes. If you are employed, your freelancer rate should be obviously higher than your normal working hours rate, because you sacrifice your leisure, and your time with your friends and family. I think, that these arguments persuade you to avoid discounts on your service.
Most clients expect to pay for quality work. Nobody bought the cheapest product in the market whatever the quality of it is. Check out our article on setting the right rates.
The more clients you negotiate with, the more experienced and capable you will be come. What is your attitude towards discounts?