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Mentioning the word 'budget' changed how clients hear my rates

For years I'd quote a flat number and wait through this awkward silence, but after a client in Phoenix told me 'you make it sound like a fine dining menu', I started framing it as 'here's the base package, and here's what we can shift around if the budget is tight'. Now clients actually talk numbers with me instead of just saying okay or ghosting. Has anyone else tried switching between hourly talk and package talk mid-negotiation?

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1 Comment

park.aaron3d ago

Do you find the budget framing actually changes what they end up paying, or does it just make them more willing to say yes to a number they already had in mind? I'm curious because I've seen that kind of pivot work great with some clients, but it seems like it could also accidentally train them to expect a discount every time. Not saying it's a bad move, just wondering if you've noticed a pattern in how the final numbers compare to your old flat quotes.