The phone rings on a random Tuesday. I answer, as one does.
“Congratulations,” she told me. “We've decided to go forward with you and work with you. We look forward to what you – and your team – can do.”
“Great” I say, “Sign the agreement and start the deposit, and we can make it work!”
“Actually, we'll need to have a couple of changes to the agreement.”
“Ok, what are you looking at.” Often clients want to have something regarding copyright rights, or something similar. Sometimes they want an NDA which is generally no problem to sign.
“The agreement is perfect. We're ready to sign, except for the price. We'll need you to change that to $9500.”
“That's $2500 different than what we proposed.”
“Yeah, I know,” she said. “Unfortunate, but that was the budget, so we'll need that changed.”
I wasn't even curious. “Well, bummer. Good luck with your project.” I said.
“But we're hiring you!” she said.
“Well, the price is $12,000.” I said, “And we're raising that in a couple of weeks anyway.”
“Look,” she said “My boss told me to hire you, but for $9500. Are you saying you don't have the authority to reduce the price?”
“I appreciate your position – really. I don't have good results for my company – or yours – when I reduce the price.”
“Well, we want to hire you, but we can't pay your price. Can you come my way a little – say can you do it for $10,000?”
“We can do a shorter project for that, but we won't do what you want.”
“I'm just looking for a win-win here.” She says. “So you'll need to reduce your price.”
I won't engage. What's to be gained?
“Well, I'm going to go now,” I say. “I won't reduce the price – but good luck to you.”
“You're not giving me anything here are you,” she says.
“Hey, you can still work with us- we run through walls to deliver great work- at the 2014 prices- but if you can't see the differences between us and others, it's not that you're a fit.”
“Well, you were the most expensive, I was told to work with you at the next best price.”
“Hey, I understand. Let me know if your position chnages, and best of luck – I was really excited to work with you, too.”
A pause. “Ok, we'll do it with your price. ” she says. “But you're not a very good salesperson.”
“I'll get to work on that right away.” I say.