1) “It isn’t fair to my other clients who pay full price!”

I put that one in quotes because that’s what I say, word for word when someone wants to play “Let’s make a deal with Uncle Paul”

When you think about it, it really isn’t fair to reward people based on their ability to negotiate.

I do, however believe in giving reduced pricing based on volume.

In other words . . . want a better price?

Have me coach or train more of your team and you’ll see the pricing I gave you go down.

Everyone get’s the same opportunity. I find things are fairer that way.

2) Quite selfishly, I don’t want to condition that type of behavior with my clients.

I know, I sounded like a real ass when I said that but I’m being straight with ya;

I DON’T want to condition that type of behavior!

Why? Because I don’t want to haggle over every deal going forward nor do I want clients who want to think it’s “Castain’s Bargain Basement Training Emporium”.

I also know something about myself that others might not be so quick to admit;

I won’t be excited about doing work for you if you aren’t paying me what I’m worth!

If I’m not excited about doing work for you,  I have no business taking you on as a client.

And leads us to . . .

With the exception of a handful of people in 2 1/2 years of owning my business; 3) I’m hardly ever asked to lower my price. By the time I’m in front of the bulk of my opportunities, my prospect is 95%-98% sold already because of the amount of content marketing I do via this blog, my podcast, my social networks, YouTube and the communities I manage like my LinkedIn group, Facebook Fan Page etc.

By the time we talk about training, coaching etc I’ve demonstrated my expertise and value via my content and there is a high level of trust.

And I guess we could add a fourth reason . . .

Call me standoffish but if I know negotiation ISN’T an option and I’ve predetermined it as “Out of Bounds” then I’m forced to be a damn good sales person vs. the cheapest!

Helping people reduce pain and embrace opportunity typically comes with a higher paycheck!

Your Turn . . .

Where do you stand when it comes to lowering your price? Are you willing to negotiate or do you also stand firm on your pricing? Please weigh in with your thoughts.

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