Negotiating Live: How to Adjust Scope Without Panicking
When a client says "That is too expensive," don’t lower your rate. Do this instead.
Introduction
The most terrifying moment for a freelancer is revealing the price.
You say, "The total is $8,000." The client pauses. "Oh. We were hoping to stay under $5,000."
Your heart sinks. Panic sets in. You instinctively say, "Well, I can do it for $6,000 maybe?"
Stop.
You just told the client that your prices are made up. You devalued your work instantly.
There is a better way to negotiate. One that protects your value and usually saves the deal.
Price vs. Scope
Here is the golden rule of negotiation:
"I can lower the price, but I must remove value."
If you lower the price without removing work, you are admitting you were overcharging before. If you lower the price by removing work, you are partnering with the client to fit their budget.
The Toggle Technique
This is where Manager List shines.
Because the proposal is live and interactive, you don't have to say "Let me go recalculate and email you." You can do it right there.
Client: "This is over our budget." You: "I understand. We can definitely get it closer to $5,000. Let's look at the scope."
You share your screen.
You: "If we toggle off the 'Content Strategy' phase, that saves $1,500. And if we make the 'Logo Animation' optional, that saves another $800. That brings us to $5,700. How does that feel?"
What just happened?
- You did not lower your hourly rate.
- The client saw exactly what they are giving up to save money.
- The client feels in control.
Often, when clients see what they lose, they say, "Actually, we really need that Strategy phase. Maybe we can find the budget."
Preserving Your Rate
This approach defends your "Unit Economics."
Your price for a logo is $1,000. That is a fact. They can buy it, or not buy it. But they can't buy it for $800.
By toggling items OFF, you maintain the integrity of your pricing. You are simply adjusting the shopping cart, not the price tags.
Conclusion
Negotiation isn't a battle. It's a puzzle. "How do we fit the most value into this box?"
Use the toggles. let the client choose. And never, ever discount just because you are scared.