We’ve been in this industry long enough to have dealt with a few ‘it’s too expensive’ objections so we know how to handle them. Now you will too.
WHAT TO DO IF A CLIENT SAYS YOU ARE TOO EXPENSIVE
#1 TAKE IT WITH A PINCH OF SALT
When someone tells you your prices are high it is so easy to take that personally and start questioning yourself…. oh hello there imposter syndrome…
So stop, take a step back and realise that one person telling you that your prices are too high, doesn’t mean they are too high!
Pricing is not based on logic, it’s based on the value.
#2 FIND OUT WHY THEY CAN’T AFFORD IT
If you don’t understand how they have come to the decision that you are too expensive, you can’t overcome the objection.
Is it that they don’t have the budget to pay your fee, or is it that they don’t realise what they are getting for the price?
Uncovering the reasons is key. If they genuinely cannot afford it then that is on them, not you. And as much as you might want to reduce your fee to get the work, you’ll probably end up regretting it in the long run.