Client Says “Your Price Is Too High”? Here’s How to Reply
In the world of freelancing, deciding your worth and negotiating prices can be really stressful. If you’ve ever talked to a potential client about your rates — especially when they question your value — you might understand the nervousness that comes with these talks. But don’t worry! By using some smart strategies, you can handle these situations with confidence. Let’s look at some easy ways to discuss your prices without feeling like you’re losing your value.
The Ups and Downs of Price Negotiation
It’s a common story: a client likes your work, but they worry about the price. When they say things like, “I can’t afford this,” or “Why is it so expensive?” your heart might race, your hands might get sweaty, and you might feel panicked. You might even think about lowering your rates on the spot just to get the job.
Take my friend, for example. He owns a small business and wanted to work with a big client. But when the client said their budget was tight, he felt stuck. We talked late into the night about how he could handle this without feeling bad about his worth.
Strategy 1: Change How You Think
When someone questions your price, it’s important not to take it personally. Remember, pricing is about the value you bring, not about how much you’re worth as a person or professional.
- Stay Calm and Breathe: Take a deep breath before you respond. This is a negotiation, not a personal attack.
- Find Common Ground: If both of you want to work together, focus on what you can achieve together. You might say, “I’m excited that you want to work with me! I understand your budget is limited. Let’s find a way to adjust the project so we both benefit.”
Strategy 2: Know What’s Essential and What’s Extra
Another helpful tip is to help your clients figure out what they really need versus what they’d like to have. This not only shows your expertise but also helps them prioritize.
For example, if you’re a videographer, work with your client to list:
- Must-Haves: Essential things like the shooting date or a fully edited final video.
- Nice-to-Haves: Extra features like special graphics or detailed animations.
By doing this, you help them see the value in your services while finding ways to fit their budget without lowering your standards.
Understanding the Balance of Logic
Talking about prices can sometimes feel tricky because of how people think and interact. Think about dating — usually, you don’t start by asking someone why they should date you. Instead, both people look at each other’s interest equally.
The same idea works in business. When someone asks why your price is set a certain way, think about this: Would you question the price of other things you buy?
- Have you ever asked a car dealer why a car costs what it does?
- What about questioning why one loaf of bread is more expensive than another at the store?
These questions can feel uncomfortable and disrespectful to the seller’s expertise. Your pricing reflects your costs, skills, and industry standards. You don’t need to explain it unless you’re negotiating.
Value Yourself
Handling tough talks about pricing doesn’t have to hurt your confidence or make you feel less valuable. By using these strategies — changing your mindset, separating essentials from extras, and understanding the bigger picture of pricing — you can stay confident and respected in negotiations.
Next time you discuss prices with a client, remember that your work has real value. Instead of feeling anxious, see these talks as chances to explain your value and find creative solutions. Your clients will appreciate your honesty, and you’ll build better, fairer relationships in your business.
