Lowering Your Price

If you do have to lower the price (which happens), let the customer know what you have to remove or reduce from the original proposal.

The last thing you should do is lower your price without taking something off the table. If you provide a quote and a customer objects and you then subsequently drop the price, the message is clear--you were charging too much originally. This sentiment can have serious negative impact on further business and your customer's perceptions of you.

If you do have to lower the price (which happens), let the customer know what you have to remove or reduce from the original proposal. As a last resort let them know you are lowering the price to earn your way in, but that the original price was fair and this is a short-term offer that you will not repeat.

ACTION POINT: Price fair up front and take something off the table if you lower it.