Do it paid or do it free, but never discount.

May '23 (edited) • General Discussion

One of my long term mentors reminded me of a valuable point this morning.

There are 2 types of client, relational, who feed you over time.

And transactional who will do their best to bleed you dry.

Let me explain.

Relational clients buy from you repeatedly and refer clients to you.

Transactional clients want the cheapest price, don’t do the work and then blame you for their lack of success.

I know, I have taken work just to get the deal, often at prices so stupid, I made no money, resented the clients, served them not as well as I could.

Angry with them because the price was so low.

Yet I had agreed to the same price.

So in reality I was angry with myself.

Peter Thomson reminded me he never discounts.

He makes enough money in the relationship to either get paid the right price, or to do it for nothing.

It’s his choice, and he controls how he feels.

And builds in more value because the client would willingly have paid more.

So even doing something extra for nothing is an investment in the value of the client relationship.

Which he can afford because his price was fair to both sides at the start of the relationship.

If you start cheap, offer a free trial or a discount, clients expect you to continue to be cheap.

Which is why Aaron says start with your high ticket product first.

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