One or more of these things is true if the prospect acts for a discount…
— They’re shopping around and not truly interested yet– often not a good sign.
— Price is their issue, not value– so see if you can quantify what it’s worth.
— They cannot afford continued service, ad spending, and other bits.
— They will be a headache client that will keep asking for concessions– give an inch, take a mile.
The less they pay, the more they expect– remember that. So if you’re not turning down at least 50% of new requests, you aren’t charging enough.
Have the courage to double your prices and watch what happens!