"Can you do anything on the price?" Six words that make every tradesperson's heart sink. You've driven to the job, spent time quoting it properly, and now they want a discount before you've even picked up a tool.
Haggling is normal. It doesn't mean they're trying to rip you off — though some are. Here's how to handle it without losing the job or your dignity.
Why People Haggle
Understanding the motivation helps you respond better. Not everyone who asks for a discount is being tight:
Testing the water: They're perfectly happy with your price but figure there's no harm in asking. A confident "that's my best price" is all it takes.
Comparing quotes: They've had three quotes and yours is the most expensive. They like you best but need justification for paying more. This is actually a compliment.
Genuinely tight on budget: They can't afford the full job but need something done. These customers might be worth working with if you can adjust the scope.
Habitual hagglers: They negotiate everything. It's not personal.
Standing Firm With Confidence
The most important thing is how you respond in the first two seconds. If you hesitate or immediately start backpedalling, you've signalled that your price was inflated and there's room to move.
"That's a fair price for the work involved." Said with a calm smile, no defensiveness. Most hagglers will accept this.
If they push: "I appreciate you asking, but my prices reflect the quality of work I do and my costs. I'd rather not do the job than do it at a price where I can't give you my best."
Reducing Scope, Not Price
The golden rule: never drop your price without removing something. If you reduce the price and keep everything the same, you've just told the customer your original quote was inflated.
Instead: "I can't really come down on that price, but if budget's a concern I could do the work in stages. We could sort the plumbing now and you could get the tiling done separately when it suits."
Or: "If you source the materials yourself I can take £200 off. That brings it down to £2,400 for labour only." You haven't devalued your work — you've removed a component.
When to Walk Away
Some customers will never be happy with any price. Recognise when you're in a negotiation that's going nowhere.
"I think we're probably not the right fit for this one. I'd recommend getting a couple more quotes from other tradespeople who might be able to work within your budget. No hard feelings at all."
Walking away feels like losing. But you've saved yourself from a job where the customer was always going to be difficult, the margin was thin, and the likelihood of a positive review was slim.
The Danger of Being the Cheapest
If you win every single job you quote for, your prices are too low. A healthy conversion rate is 40-60%. Being the cheapest attracts price-sensitive customers who'll leave you for someone even cheaper next time.
The tradespeople who earn the most are rarely the cheapest. They're the ones with the best reputations, the strongest reviews, and the confidence to charge what they're worth. Next time someone asks "can you do anything on the price?" — take a breath, smile, and give them your honest answer. More often than not, they'll respect you for it.