First I should say that this request is rarer than you may think.
This may be the type of client that is unsure of herself and will look for any excuse to get out of a project, delay things and make your life unpleasant in general.
If you’ve done a good job of educating your ideal consulting client and have given them plenty of reasons to see the value that you can provide to solve their problem they’ll have few reasons to worry about your fee.
In many cases, but not all, the type of client that asks for a discount on your fee is the type of client you have to worry about for two reasons:
1) That you haven’t done a good enough job of demonstrating what value your client will receive – and that means that they won’t be fully committed to the project if they don’t believe their ROI will be significant.
2) This may be the type of client that is unsure of herself and will look for any excuse to get out of a project, delay things and make your life unpleasant in general.
That aside, if a genuine prospect asks you to lower your consulting fee, what should you do? Continue Reading