You accept flexible pricing to "secure" the client. Then they ask for payment terms. Then they negotiate a discount "just for this first project". And suddenly, you're working for 40% of the intended price.
This pricing flexibility seems prudent to you. It isn't. It's a silent leak of margin and credibility.
Why soft pricing destroys your margin
↪ Read also : A vague offer costs you more than you think
When you say "we can discuss the price after the call", you send a signal: the price isn't fixed, it's a negotiation point. The client hears it. And they arrive at the call thinking "I'm going to negotiate".
Every 20% reduction on a 3,000 € project = 600 € lost. If you do 2 projects a month, that's 1,200 € gone. In a year, that's 14,400 € of zero margin.
But there's worse: soft pricing attracts the wrong clients. Those who see price as a negotiation variable, not as the value of a service. They'll ask you for modifications, delays, "little extra things". Because for them, you're cheap.
Set the price BEFORE the discovery call
Consultants who earn 5,000 € to 10,000 € per month don't negotiate price on the call. They communicate it beforehand.
How? Simply: on your booking page, in your confirmation email, or in your first interaction, you say: "My consulting services start at 2,500 €". Not "starting from", not "depending on the project". A number.
This number filters. Clients who can't or won't pay that amount don't book the call. You save time. And those who do? They arrive pre-aligned on the budget. Zero negotiation.
On the call, you don't talk about price. You dig into the need, you qualify the client, you build trust. If it's a fit, you say: "Given what you're describing, we're looking at a 3,000 € mission over 12 weeks". Not a question. A statement.
The mental cost of flexibility
Soft pricing also costs in mental energy. Every call where you have to justify your price is mental strain. Every client asking for a discount is a micro-wound to your confidence.
When you set the price beforehand, you arrive at the call relaxed. The client too. You talk about the problem, not the money. And paradoxically, you close more.
Consultants who accept soft pricing end up burned out. Not because they work too much, but because they earn too little for the energy they give.
Setting the price beforehand also protects you. It says: I know my value. And clients who pay well are those who believe you know your value.
The simple rule
Before your next discovery call, define your minimum price. Communicate it. And don't budge on it during the call. Good clients will accept. The others? They're not your clients.
FAQ
What if the client says it's too expensive before the call?
Great. It's a non-fit. You just saved yourself 1 hour of a pointless call. Clients who pay well don't negotiate the price, they negotiate the start date or terms. If someone says "that's too expensive", they don't have the budget or it's not a priority. They're not a client.
How do you communicate the price without seeming rigid?
With confidence, not arrogance. Example: "My consulting missions start at 2,500 €. It's an investment in growth, not a cost. If you want to verify it's a fit for you, we can talk for 30 minutes." It's clear, it's open, it's honest.
What if a good client asks for a discount after signing?
Say no. Or propose a trade: "I can reduce by 15% if you give me 3 client testimonials". Never lower the price without something in return. Otherwise, you're training the client to negotiate every month.