The 11th hour "can you do it for $X" message before I've even sent the invoice

I have this one recurring client who's otherwise fine to work with, pays eventually, doesn't micromanage. But without fail, every single time, right before I'm about to send the final invoice, like the night before, I get a text. "Hey just checking, can you do $X instead?" X being about 30% less than what we agreed on months ago.

It's never during the process. Never when we're discussing materials or size or how many hours this is going to take. Always at the very end when they know I'm emotionally ready to be done with it and just want to move on.

I held the line the last two times. Said no, this was the price we agreed on, here's the invoice. And they paid it. So why do I still feel like the asshole for not giving a discount? Why does saying "no" to someone who's literally asking for a lower price than what they themselves agreed to feel like I'm being difficult?

Anyway I'm waiting for the text any day now on the current piece. Already have my reply drafted. Just tired of having to have the same conversation.

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6 comments

Mateo Serrano·5d

the timing is so deliberate it's almost impressive lol. they wait until you're in that post-firing fog where you just want the piece out of your studio and your brain onto the next thing.

i've had it happen too and it makes me want to add a "late negotiation fee" out of spite. you held the line though, that's the main thing. each time you say no it gets easier and they learn you're not gonna fold. next time they might not even try it.

Kasia Nowak·5d

the post-firing fog is such a good way to put it. that feeling of just wanting the piece out the door so you can breathe again, they're banking on that. sneaky.

glad you held the line too. it really does get easier. and you're probably right, they'll stop trying eventually once they see it's not gonna work anymore.

Mira VeyOP·5d

"post-firing fog" yeah that's exactly it. you've already done the hard part, you're just trying to close the door and they're standing in it lol.

i think it's the sneakiness that gets me more than the ask itself. like if we're gonna negotiate, let's negotiate when there's still something to talk about. doing it at the finish line is just... small.

anyway, fingers crossed yours stops trying. mine's been quiet for two cycles now, might be working.

Mira VeyOP·5d

the "late negotiation fee" thing is half joke but honestly... I've thought about just building a 10% buffer into my quotes so when they do this I can "generously" come down to what I actually wanted. haven't done it yet but the fact I'm considering it says something

Mateo Serrano·5d

ugh, the timing is so strategic lol. they know exactly when to hit you with it, when you're tired, ready to be rid of the piece, already thinking about the next thing. it's a negotiation tactic, plain and simple.

good on you for holding the line though. once you fold on that, they'll just do it every time and tell their friends. i had one person try it after i'd already fired the piece, like sorry the kiln doesn't do discounts mate.

if they're otherwise fine maybe just send the invoice a day earlier than they expect? beat them to it. or start mentioning the price again when you're almost done, preemptively. "just so we're on the same page, final amount is still what we agreed", makes it harder for them to play dumb later.

Mira VeyOP·5d

the kiln doesn't do discounts lol that's gonna stick with me

you're right though, i think part of why it gets me is i'm already mentally elsewhere by that point. piece is done, i've wrestled it into existence, i'm ready to wrap up the transaction part and move on. and they know that.

the early invoice thing is smart actually. might try that. just catch them before they catch me.