I always ask, “Do you have a budget for this?” If they don’t
they’re
fishing (even if they want to do the job). I then toss out something
with a bit of humor like, “Well, I know I’m not the ‘cheapest’ guy
out there. If you need this done for three hundred bucks
this might
not be our gig!” Then watch their face closely (if in person). If
they flinch and blanch, well, then they just maybe better hit
craigslist.
It’s a term called “inoculation.” If you say it first, it takes the
power out of them saying it. Like, “I know you can find this
‘cheaper’
in fact, ‘cheap’ is never a word I use to describe my
work. ‘Competetive,’ yes, but not ‘cheap.’”
and then they feel
stupid saying “I can find this cheaper!” You look at them and say,
“yeah
uh, I know that. I just said that.” But they never say it,
because they’d look stupid saying it. They KNOW you know. It’s
amazing how that clarifies things immediately. Doesn’t mean you get
every job, but you shorten your time dealing with bottom feeders and
craigslist posters.
