Just remember your cost to do business, your products and/or services are not for everyone. They came to you because there was something your did to attract them. i. e. they've heard good thing about you and your company, they like your work and/or product, perhaps referred. I've found out that if you match or beat the low ball price, the client will ask for more after you agree. I simply say I understand, I appreciate you considering our time and talent, and find a client that willing to accept my price.

What would that prospect say if one morning he/she went to work and they boss call them in the his/her office and told he find someone who is willing to do they job for lesser wage.