Eric Deeran explains how to handle discount requests without tanking your perceived value. Instead of saying yes, ask what matters most to them, then force a choice between price and results. Positioning yourself as expensive because you deliver forces them to decide what they actually want.
Here's what to say. If a client says, can I have a discount? If a client says, hey, can I have a discount? This is too expensive. Here's what you say. First, let's start with what you don't say. What you don't say is, you don't say, absolutely, let me give you a discount. What can you afford? That is the worst thing to do because it lowers your status and it makes you look weak in the prospect's eyes. What you need to do is say, well, we typically don't do discounts, but can I ask what is some of the key things that are going into your decision when it comes to working with a video partner, they're then going to tell you all the things that are important to them when it comes to working with some to create content for their business or their brand. Then you're gonna ask them if the cheapest price is the most important thing or actually getting the results that they're looking for is the most important thing. And so you have them decide between the two, because the cheapest can't get them the results, and the one that gets them the best results can't be the cheapest. So next time you have a client ask if they can get a discount, try that and watch yourself close the deal.
