I have been successful winning new work recently by offering discounts. I am assuming that once I become known to the client, I can go back to my full rates. Is this your experience?
There are several issues here, first of which is your conclusion that discounting rates constitutes a "success." It is more likely that you have landed a client who values discounts at least as much as your work. If they did truly understand the value you bring to their organization, you wouldn’t have had a discussion about cutting your fees.
Discount chasers can, and always will, be on the lookout for other discounts. At best, you should consider discount shoppers only for cash flow and not those clients for whom you can do your best work and grow your capabilities. Furthermore, you are likely to be resentful of having to discount your fees when, as a professional, you will still provide top quality service.
Second, don’t assume you can raise your fees once a client comes to know you and love you. For the same reason as above, your relationship is built on that discount, not on your full value. If you do succeed in raising your fees, then it is likely at the expense of resentment from the client at your new "higher" fees being paid for the same service.Tip:
If your fees are fair and market-based then you should focus on better explaining why they match your value, not send the message that you believe your services are worth less than your full asking price.© 2011 Institute of Management Consultants USA