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How do you respond to customers that are always bargaining the price?

I’m a freshman with international trading, there are some customers always bargaining price although my margins are very low. How should I reply them? (Other than talking about the good quality).

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Anonymous User

If all they want is price, then they have not worked out the value of what you are selling. Go back and work out the value proposition


I will go up in price... or I will start interestingly high for negotiation from the beginning. Since you know the customer, you may get a sense on his/her middle comfortable point. If you don't like doing this frequently, don't waste your time with that customer. If the customer keeps looking to work with you is because there is value in your service other than the price. Keep that in mind and let him/her know about that 'value'.


Look at the value your offering provides, is there a benefit you offer that is unique from your competition? Use this to leverage your value, if the buyer states you are too expensive, ask if the price was the same would you purchase? If yes, then explain the unique value you offer and explain this difference is why the price is more. This will only work if you are convinced of the value to the buyer as well.


Typically, I'll respond with something along the lines of "I don't dispute or react to another company's pricing as I don't know their operations and infrastructure...all I know is what it takes us to give you good value and a professional product like we've done for {INSERT YOUR VALUE HERE... the past 6 years, companies like a,b and c.... for example]." Then I'll continue with, " if there is a budget you need to stay within we can work around that and if needed reconfigure the scope of work."

I like the idea of reconfiguring work scope. It makes more sense and both parties are getting into a more meaningful contract while on clients budget and service quality.


I would make certain I fully understand the customer's needs and what they are looking for in terms of out outcomes. This usually involves asking enough good questions to get the full picture. Then I would offer them different bundles of services, with at least one that partially meets key needs, giving them a start in achieving what they want to accomplish, in the pricing area the customer is seeking, and other bundles that cost more, but more fully meet their needs. This way the customer can see what can be done to make some real progress, within their price range, and what could be done if they invest more in the project. That way you're giving the customer options, choices, without losing your ability to profit.

Anonymous User

Hi Lilly. Try to find out what really adds value for this particular customer. Press the right buttons and sell instead of negotiate.
Good luck,
Piet Aarts


It is nature that any customer bargain on costs... First thing we have to make them to understand the QUALITY services that we provide them and the after Service. We can give them some additional (Bonus) services...

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Anonymous User

Its a classic buying signal. You have to be prepared to negotiate the deal to suit you both. Some people enjoy the challenge and will respect you for indulging them. If you don't have margin to play with you have to look at upselling or bundling in some respect. Do not let them walk away!


I feel your pain, Lily. I am a Real Estate Digital Marketer. I work within a profession that negotiates all day long, BUT they do not generally wish to negotiate their commission and I pretty much tell them the same goes for me. They are not your client nor are they my client if they cannot afford you. Simply release them and you make room for the right person to come through the door. Bottomline is they either do not value your service or they cannot afford you. Either scenario means they aren't someone you should work with. My opinion anyway. :)


Price has 2 sides. Buyer and seller. Most of your negotiaters are probably from the Far East and Eastern Europe. That is entrenched in their society. The best way to do it, from my chair, "I set fair pricing based on the market and costs for production /shipping. " Be strong and attentive. They will understand or not. Always giving into their demands shows that your price has no value. "If you think you deserve a lower price, triple your volume. " I learned my negotiations in Korea. I think that they are one of the strongest negotiation cultures there is. Be strong and honest with everyone.

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