To Discount or Not to Discount?Sometimes potential clients ask me to discount our services or our set-up fees as an incentive for them to do business with us.

I won’t say that I’ve never offered a reduced rate to a potential client because there are times when it makes sense to do so.  However, it’s very rare that I am willing to budge on price and I’ve got several reasons for this mentality.  Instead of explaining myself, I’m going to share a few emails that were exchanged between me and a potential client.

From the client:

Hi Teri,

Any way  you can waive the set up fee for us?  I am deciding between you and another company both about the same price (except they have no set up fee).  I like what you said better and I am prepared to start with you if you can do that.  Let me know.

Thank you,

Andre S.

My response:

Our rates and fees are competitive for the level of service we offer. You like what I say better and that is added value over the other service that you’re considering. So, rather than devalue our service, or our agents, by manipulating you into choosing AnswerFirst, I will stand by my original proposal for service and my word that we are worth it. It is a firm belief around here that if we are nothing but a line item on your expense report, that our partnership is doomed from the start. 
 
Should you choose AnswerFirst, I want it to be because you see the value and the difference we can make for your business, not because I had our Account Coordinator work for free to build your account. Thank you for getting back to me this morning. Regardless of the choice you make, I look forward to hearing from you again.

Andre signed up for service with AnswerFirst that day and is still an AnswerFirst partner.

The following two tabs change content below.

Teri Erickson

Business Development Coordinator at AnswerFirst
I hope you found this article helpful, if you have any questions you can contact me on my direct line at AnswerFirst: 813-636-3975. If I don’t provide our potential clients with top-notch customer service from day 1, then why should they trust my company to provide their clients with the same?