I keep getting people asking me to give them a special rate if they use more service. I've been turning it down...sometimes it works out to my advantage, sometimes I loose the sale.

Any thoughts on that?

How do you mean? Do you mean that they "promise" you further work in the future, if you'll give them a discounted rate now? If so, tell them to take a hike.

But, if they're willing to book all the proposed work with you now, then it's simply a matter of personal choice. Would you rather have guaranteed work at slightly lower rates, or less work at higher rates? Say you turn down the work at lower rates, can you fill your time with work at higher rates, or can you use that time more productively to work on your marketing, business development, innovation etc?

HTH,
Jane

You bet! That is a warning sign of a potential vampire!

The only two circumstances I recommend fee reduction are:

1. For clients willing to be on a retainer or coaching program.

2. For clients willing to "cut you in on the action" and give you a royalty/percentage of the sales your copy generates. (If you are going to go this route with a client, you should make sure that you have a solid agreement about the client not tinkering with your copy.)

Eric

Under no circumstances do you discount for those promising further work! Do as Jane says and tell them to take a long walk over a short cliff. In my earlier years, I had a client tell me that and as naive as I as back then I beleived him. All I had to show for it was haggle, haggle, my way or the highway, no client referrals headaches.

Tell them I offer discounts if you purchase in advance, 100% upfront. Since they already 'promised you more work, then they wont have a problem putting their money where their mouth is.