What if every discount you offer tells clients your work isn’t worth its full value? Early in my career, I discounted my rates a lot. I did it to land jobs, pay rent, and buy groceries. My thinking was simple: if there’s money on the table, I need to do whatever it takes to get it.

Sound desperate? It was. But I’ve since learned there’s a better way—a way that values your time, protects your reputation, and still helps you close deals.

The Problem with Discounts
Discounting your rates sends a message. It tells clients that your work isn’t worth its full value. Worse, it sets a precedent—clients who get a discount once often expect it again. I learned this the hard way until a friend, a seasoned professional, shared his approach.

He told me:

“When people hire us, they expect amazing work. If I discount my rates, I don’t have the budget to create at that high level. And clients will be disappointed with the final product.”

Instead of discounts, he offers sweeteners to match the client’s budget without compromising his rates or quality.

The Power of Sweeteners 

If my friend wants to work on a project but the budget is tight, he simplifies the scope or adds value in creative ways. For example:

• Waiving travel time charges.

• Offering a 10-hour day instead of an 8-hour day.

• Producing two exceptional videos instead of three average ones.

• Including a free pre-production consultation to enhance the project planning.

This approach protects your rates and ensures you deliver work that meets your standards. More importantly, it prevents clients from returning with expectations of another discount. Sweeteners allow you to maintain integrity while giving clients the value they need.

Why I Say No to Discounts 

Saying no to discounts can feel risky, especially when you’re trying to secure work. But it’s a long-term strategy that attracts clients who value quality over cost. Today, I take on projects that challenge me creatively, offer opportunities to work with great people, or open doors to future collaborations. But I don’t discount my rates. Why? Because:

1. Discounts undervalue my expertise and experience.

2. They limit my ability to produce high-quality work.

3. They attract clients who care more about cost than craftsmanship.

By standing firm on your rates and offering creative alternatives, you build trust, attract high-value clients, and set a standard that ensures your work consistently meets your and your client’s expectations. Long-term, this approach strengthens your reputation and solidifies your position in a competitive market.

The Alternative: Simplify and Elevate
If a budget is tight, I’d rather simplify the project scope or find creative solutions than lower my rates. It’s about balancing the client’s needs with maintaining the quality of your work and your brand’s integrity.

The Takeaway
Your rates reflect your reputation, expertise, and the value you deliver. Protect them. By offering sweeteners instead of discounts, you can match budgets without compromising your standards. This not only ensures clients are satisfied but also keeps them coming back for the right reasons.

Call to Action
Are you offering discounts that undervalue your work? What creative sweeteners could you offer instead? Think about the last time you discounted your work—was it worth it? Instead, reflect on opportunities to offer added value or streamline project scopes.

Take 10 minutes today to identify one sweetener you could offer that protects your rates and enhances client satisfaction. Visit paulstevenforrest.com for inspiration to elevate your brand and thrive as a creative professional.