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It’s happened to every service provider at one time or another—probably more than once. You offer a proposal or contract, only to have your potential client respond with, “That sounds great, but I can’t afford it.” What do you do? For a lot of service-based businesses, the first response is to lower their rate. After all, they reason, the client really does need my help. Plus, it’s good karma, and they’ll talk about me with their friends, and refer business to me later.