The client, who had never worked with a translator, contacted us and asked for more information, which we gladly provided. Then they mentioned that the rate that they had in mind for translators was roughly seven times lower than our rate. We took the opportunity to do some gentle client education, explained the process, how time-intensive it is, how much in-depth knowledge is required, etc. We also added that unfortunately our rates were simply not in line with what they were willing to pay, and that we understood if they did not want to move forward. We carefully pointed out that high-quality services are usually not available at very low prices, and mentioned that we'd be happy to recommend qualified colleagues who charge slightly less than we do.
A few days later, the client got back to us and accepted our original rate, which was seven times higher than what they were originally willing to pay. They said that they appreciated the fact that we took the time to explain the process and that they would prefer to work with us than with a colleague because we came highly recommended. We are still quite stunned at this outcome, as we didn't think we could reach an agreement with this particular client: we thought their ideas of pricing simply differed too much from ours. The lesson: take the time to educate your client, stand your ground, and good things might happen.