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Client cries: Your quote is over our budget!

 A potential client sends a sales rep material they would like a translation quote on. You gather all the project details, have your back-office analyze the files, and with that analysis you determine how much to charge, and send the client a price quote.

A couple of days later you receive a call from this client telling you that your price is too high and have gotten lower rates elsewhere, or worst than that: Your quote is well over my budget! What do you do?
You could, of course, thank the client and simply walk away from the opportunity, especially if you feel you have quoted a fair price, but this is where your negotiation skills should kick in. Do not be afraid to negotiate, this is just a simple process of discussing options with your client, and coming up with pricing and terms that will work for both of you.

Discuss some options that may allow you to continue to work together.  Find out what the budget is or what they were hoping to pay. This puts the ball firmly in the client’s court. If my quote is $3,000 and your prospect says their budget is $2,500, great news then because we’re not that far. Never lower your price just to get the job: Negotiation, after all, is give and take. Instead, make an offer based on a change in the project scope or terms.

Here are a couple of examples:

* Offer a lower fee in exchange for a longer deadline. It’s worth it to earn a bit less on a project if we have more time to complete it. If client asks why, there is a simple explanation: longer timelines allow better planning and also make you able to use your resources in between for some more profitable projects.
* Change the scope of the project. Educate the client on the service they were getting for $3,000 (translation, edition and proofreading) and give them options on how you can get closer to $2,500, i.e.(translation and proofreading).

It’s easier just to lower your price and take the job, but you’ll be teaching your clients that they can always get your services at a cut-rate. This will end up putting in jeopardy your bottom line. ¡Negotiate! Getting paid less than you deserve is not the way to go.

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