You send a perfect quote. The client replies: "This is way over our budget." Do you panic and drop the price? No.
Strategy 1: Remove Scope, Not Value
Never just lower the price for the same work. It signals you were overcharging initially. Instead, say: "I understand. To fit that budget, we can remove [Feature X] and [Feature Y], and do those in a later phase."
Strategy 2: Reframe the ROI
Remind them that cheap work is expensive in the long run. "While our quote is higher, it includes [Premium Material] which lasts 10 years longer than the standard."