If you’ve been freelancing for a while, chances are you’ve heard it: “Can you do that for less?”
It’s one of the most common (and sometimes most uncomfortable) questions clients ask. And while it may seem like they’re undervaluing your work, it’s often just part of how people negotiate.
The key is knowing how to respond without underselling yourself or losing the client entirely.
At RPT Virtual Services, Robert and I coach freelancers on how to handle difficult client conversations.
In this post, I’m sharing five effective scripts you can use to safeguard your value, handle objections gracefully, and keep the conversation professional.
Why Clients Ask for Discounts
Clients may push back on pricing for several reasons:
- They’re testing to see if you’re flexible.
- They truly have a tight budget.
- They don’t fully understand the value of what you’re offering.
- Or—it’s just a habit!
Your job isn’t to get defensive, but to steer the conversation back to value, options, and boundaries.
Script #1: Reframe the Value
When a client says, “Can you do that for less?”, respond by reminding them what they’re really paying for.
Example:
“What I offer goes beyond just the task—it includes strategy, clear communication, and dependable delivery. That’s why my rate is set where it is.”
This shifts the focus from cost to value, which is exactly where it belongs.
Script #2: Adjust the Scope, Not the Price
If budget really is an issue, you can show flexibility by reducing the project scope—without cutting your rate.
Example:
“I can adjust the project to fit your budget. Instead of the full package, I can deliver a streamlined version at that price.”
This way, the client still gets what they need, but you don’t devalue your time.
Script #3: Reward Commitment, Not Negotiation
Rather than lowering your price up front, tie discounts to ongoing work or larger projects.
Example:
“For first-time projects, my rates are set. But for ongoing work or larger volume, I do offer discounted pricing.”
This tells the client you value loyalty—and it can even encourage them to commit to more work with you.
Script #4: Offer Payment Flexibility
Sometimes clients don’t actually need a lower price; they just need an easier way to pay.
Example:
“My rate reflects the quality I provide. If it helps, I can offer a payment plan to make budgeting easier.” In Upwork, you can create Milestones for this
This keeps your rate intact while still making the project possible for the client.
Script #5: Walk Away Gracefully
Not every client is the right client. If someone insists on rates below your worth, it’s okay to politely step back.
Example:
“I completely understand if my rates aren’t the right fit. I want you to get what you need, and if that’s at a different budget, that’s okay.”
This shows professionalism and leaves the door open for future opportunities.
Key Takeaways
The next time a client asks, “Can you do that for less?”, remember these points:
- Don’t immediately lower your rate.
- Focus on value, not just cost.
- Offer options that protect your worth.
- Be willing to walk away if needed.
Your rates reflect your skills, experience, and reliability. By responding confidently, you demonstrate your professionalism and establish a solid foundation for stronger client relationships.
Final Thoughts
Every freelancer will encounter pricing pressure at some point—it’s a normal part of the business.
But with the right scripts, you won’t have to fear the question. Instead, you’ll know exactly how to respond in a way that safeguards your value, supports your clients, and keeps your freelancing career on track.
Want to see these scripts in action? Check out our YouTube video: “Scripts That Work: How to Respond to ‘Can You Do That for Less?’” https://youtu.be/ylQ7vPObENQ
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