Here are a few contract negotiation tactics you may already have experienced with a prospective client:
The Flinch: The professional shares an estimated cost and the client responds by recoiling and saying, “That’s more than I was expecting,” in an effort to get the pro to lower the price.
How to counter: Say, “I know you’ll find the proposed price is in line with the current market.”
The Lowball: The client offers a number they know is too low to get the pro to come down in price. It seems like both are compromising when they meet in the middle but really, the client wins.
How to counter: Say, “we both know that is not a reasonable offer,” then take some time to educate the prospective client on all the costs and breadth of work behind that justifies the price of your services.
The Competitive Offer: The client says they have heard a lower number from a competitor, so the pro has to come down in price to get the job.
How to counter: Say, “I’m really glad you’re doing that research because I know you will feel comfortable with what you get when you choose us.”