There are a few types of new clients you will come across in business. Rerrals and cold leads are two important groups to take into consideration. Referrals can also be described as “warm leads” because by default you have more of a connection with them than with a total stranger. After all, somebody did send them your way. This means that these people will most likely order your product or services with a little bit of convincing, if that.

On the other hand, cold leads are more of a pickle to work with. They probably contacted you out of the blue, and you are now put into the salesman role. It’s up to you to close the deal. Often times this means you will want to lower your price to get the sale. In my experience this has always been something I have regretted later. I would rather not have the extra work than lower my standards, pricing, etc, and effectively showing clients that my prices are up for negotiation. I’ve learned this the hard way, but luckily I’ve learned it quickly. When offering new clients your prices, let them know that these are the prices. If you want to have a garage sale and negotiate nickles and dimes that is up to you, but in the end you will come across as more professional if your rates are as you state them.