I read this article on Entrepreneur.com and found it very useful:
If you’ve been asked for a discount, you may benefit from this article as well.
As a professional public speaker, I have fees, as well, which are listed publicly on my website. I am not cheap, but I’m also not unreasonably expensive. And I always try to be transparent in my pricing. That means that I prefer not to waste my time on price negotiations.
Sometimes, though, potential clients contact me and say, “We’d love to hire you as a speaker. But can we get a discount?” I’ve found a great way to deal with these discount requests: I ask my customers, “Why?”
My usual reply also includes something alone the lines of, “Is there a specific reason you believe you are entitled to a discount?” Without my directly saying yes or no, I’ve thus bounced the question back to the customer(s), forcing them to consider what they’re asking and to give them a chance to point out something that could be of value to me.
Here’s a link to Read more… and don’t forget to see when the author DOES give a discount. I love the idea he presents and I intend to use it in my business!