Me:  “The cost starts at $XXX per illustration, but can vary slightly depending on the project.”

Them:  “What do you mean it can vary? Can you give an example?”

Me:  “I usually offer a 10% discount if you order more than 10 illustrations. Or, for example, my last client was a non-profit so I gave them a 20% discount.”

Them:  “Oh? Really? That’s interesting because, umm, we’re a non-profit, too. I mean, not right now but we’re definitely planning to give away free stuff to umm, urban kids and umm, help them out, y’know…”