We discussed how to price your grant writing services in the last episode, but now we are going to something more nuanced in ethical sales.
It’s ethical to NOT give discounts on your grant writing services.
Here’s the thing. Because you are choosing to do Value-Based Pricing, you are confident in your pricing.
So why would you give a discount if you already figured out your fair price?
Here are some reasons you give a discount when a nonprofit asks you for one in a discovery sales call (let me know what sounds familiar):
- You think the nonprofit can’t afford your services unless you give them a discount.
- You want to make them ‘happy’.
- You think it’ll make you look nice.
- You are too scared to lose out on the lead.
- The first word that blurts out of your mouth is, “Sure!” before you even process what they asked,
The thing is, just because a nonprofit asks for a discount during a Discovery Sales Call (or in an email) doesn’t necessarily mean they don’t have money to hire you.
Sometimes it is literally a part of their culture to ask every vendor for a discount.
If you do give a nonprofit a discount what will inevitably happen are the following:
- You don’t show up 100% because they aren’t paying your full rate
- They become an ‘annoying’ client in your mind because you aren’t being fully valued.
- You kick yourself because you are losing out on other clients who will pay your full rate.
- They start trying to push boundaries in other places – like paying later than usual, throwing you last minute grants, etc.
- Things just get weird.
Inside the Freelance Grant Writer Academy, we have an entire module and scripts on how to reply to Pesky questions like, “Can you give us a discount”.
This helps you to start pausing and adapting language that feels neutral and has boundaries.
Check out the bonus episode “It’s Ethical to Not Give Discounts” Listen to Series #4.
Resources Mentioned in this Episode:
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