I saw this tweet from Duane Brown and had a visceral reaction to it, so I asked for your thoughts and reactions and here they are:
When a potential client says some form of:
Would you be willing to do a discounted intro period for the first month or two? We are trying to find a good partnership to use for long term.
It should be a hell no from you. Or maybe offer less services.
— Duane Brown 🇨🇦🏳️🌈 2x Vax’ed! (@duanebrown) October 26, 2021
100%. I’ve almost never seen the “we’ll start cautiously and expand if this works” turn into anything other than a mess
— Tim Jensen (@timothyjjensen) October 26, 2021
No, no, hell no. Never discount your rates – you’ll never get them to where you need to be.
— Melissa L Mackey (@beyondthepaid) October 26, 2021
How can they expect to “find a good partnership” when they want to start by disrespecting what you are bringing to the table?
Get out of here with that nonsense!
— Julie F Bacchini (@NeptuneMoon) October 26, 2021
Would you be willing to pay double for the short term? We are really trying to find a good partnership for the long term. 🤣
Firm no on discounting what your services are worth.#ppcchat
— Lawrence Chasse (@lchasse) October 26, 2021
Full price, fixed work project maybe? If that’s something that can fit into your business model. Otherwise, I’d offer to provide them with references they can talk to and further vet. That said, it doesn’t sound like they have the traits of your best clients.
— Jabbed Ghoul-morgue 🎃 (@JayGilmore) October 26, 2021
If you set expectations for a client based on money, your whole relationship will never go beyond being transactional. As a creative, I can attest that good work will rarely (if ever) come out of that arrangement.
— Ashwin (@TheCopyTrail) October 26, 2021
we’ll offer a tiny bit of wiggle room for a longer term contract with friendly terms, or performance based deals, but has to have upside with a reasonable floor.
no “first month free” or any junk like that. we’re not a meal kit.
— aaron levy 🏌️⛳🤦♂️ (@bigalittlea) October 26, 2021
Nope. Just no. Start at discounting + you’ll spend the rest of the relationship struggling to get back to square one.
If you want to try before you buy, go to a makeup counter.
— Sam (@DigitalSamIAm) October 26, 2021
I have sometimes extended the initial phase to try and make it work (ramp up/optimization phase) but it doesn’t make sense for all situations, especially if there is mega improvements need ASAP. Would never offer a discounted rate on anything 🤢. I like Sam’s thoughts 100%!
— Pauline Jakober (@GrpTwentySeven) October 26, 2021
Sure, will discount by reducing scope. But by reducing scope we may not be able to get enough data / impact on results of the ads
— Conrad O’Connell (@conradoconnell) October 26, 2021
We talked about the art of saying no in today’s PPC Chat as well, so adding a few closing thoughts…
Do not devalue yourself or your expertise. When a potential client asks you for a discount right off the bat for the exact same scope of services, that should be a red flag. If you give in to their request, you will never be able to get your full price again. Resist the urge to do it, even if you really need the work! A client who respects and values you and your work is what you want – not someone who is looking for the best “deal” they can get for PPC management.
And, when you take on too many of these kinds of clients, you can get bogged down and not even have the space or energy to pursue a better level of client. It can be scary to say no or to push back on a prospective client, I get it. But, you also need to protect yourself and your business (yes, you have a business even if you are a consultant or freelancer!). If you go into the project less than enthusiastic about the terms, your feelings will not move in a positive direction, trust me on this!
The sales process should be about your interviewing the potential client as much as it is the potential client interviewing you. Listen to your gut if you’re having reservations about a particular client or project.
From Kirk Williams today:
4) the more pre-filtering questions, and the longer your discovery process, the easier it is to turn prospects down. Learn as much as you can before promising a proposal or pricing. Have a great process with really good questions for determining fit quickly. #ppcchat
— Kirk Williams 🚴 (@PPCKirk) October 26, 2021