Small thing i changed in how i react when someone says "it's too…

Small thing i changed in how i react when someone says "it's too expensive".

I used to jump straight into defending the price. Explaining the hours, the quality, why we cost what we cost. Or worse, offering a discount before they even asked for one.

Now i just ask - too expensive compared to what?

Sometimes it's another quote and we can talk about what is actually different. Sometimes it's their budget and then the question is what fits inside it. And sometimes it's not about money at all, they just aren't convinced yet that it will work for them.

Three very different problems. A discount fixes only one of them, and not even that one very well.

Discount is the last thing you try, not the first :)