What to Do When Clients Ask for a Discount

Home Pro Heroes

January 19, 2026

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Trivia Question❓

Which retailer is known for rarely discounting flagship products and keeping prices steady to maintain brand perception?

Answer at the bottom of the newsletter

What to Do When Clients Ask for a Discount

It’s a question every home service professional hears at some point: “Can you do anything on the price?” While it may seem like a simple ask, how you respond can have a lasting impact on your business. Discounting your services too quickly or too often can damage your perceived value, lower your margins, and set expectations that are hard to walk back. At the same time, how you handle that conversation says a lot about your confidence, professionalism, and brand.

Most customers aren’t trying to be difficult. Many are simply testing the waters to see what’s possible or trying to stay within a budget. Your job is to navigate that conversation with clarity and confidence. Instead of rushing to cut your price, focus on helping the client understand the value they’re receiving. Break down what goes into the cost—the materials, the labor, the reliability, the guarantees—and remind them what sets your service apart from cheaper alternatives.

If someone still pushes for a lower price, it can be helpful to reframe the conversation. Rather than reducing your price for the same service, consider adjusting the scope of the job. Offering a scaled-down version of the service or removing nonessential add-ons allows you to stay firm on your rates while still showing flexibility. This approach respects your worth and gives the client more control without undermining your pricing structure.

Another tactic is to offer value instead of a discount. This could be a complimentary service check a few months later, a free upgrade to a longer warranty, or a small add-on that feels like a bonus. These types of gestures preserve your pricing integrity while still making the customer feel like they’re getting something extra.

It’s also okay to say no. Not every customer will be a perfect fit for your business, and protecting your margins is essential to delivering quality work consistently. If a client insists on a lower price that just isn’t feasible, a polite but firm response can leave the door open for future work without putting your business at risk.

How you handle discount requests can either elevate your brand or erode it. The key is to communicate your value clearly, remain calm and professional, and offer alternatives that protect your bottom line while showing respect for the customer’s concerns.

Keep hammering away and we'll talk soon!

The Home Pro Heroes Team

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💡 Answer to Trivia Question:

Lululemon

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