If you’ve been in business for a while, you’ve probably come across a client that thinks you’re too expensive or out of their budget. Before you let it send you on a downward, self-doubting spiral just know that it’s happened to all of us and the best of us. If you never have potential client’s telling you that you’re too expensive you’re probably not charging enough.

When confronted with this situation it can cause you to question your business, your offerings and even make you consider lowering your prices. DON’T do that until you’ve read the rest of this post! Take the time to find out the real reason they’re apprehensive towards your prices.

Here are four ways to respond to a potential client who thinks you’re too expensive

1. Ignore it – they’re not the right fit for you anyway.
   If you don’t feel the need to justify your prices then don’t worry about it! They may not be your ideal customer and that’s okay. 
   Respond with something along the lines of:
   “Good day (client name),
   Thank you for your interest into my services however, it sounds like funding isn’t currently available for this project from your side. I understand that it is a big investment and more than you budgeted for and that working with me right now may not be the best option for you. I wouldn’t want to compromise on the quality of my (service name), so I’m afraid I can’t lower my prices. If budget becomes available in the future, please reach out again and I would be more than happy to collaborate with you!”
   Kind regards
   (your name)
   
   
2. Educate the client on why your services are worth the price you charge. 
   Acknowledge the price of your service and explain how investing in you will offer great value to the client. Make sure to explain the results of investing in you and how they will help the client. Give the client past examples of how your service has been of great value and then give them the option to walk away. Don’t drop your prices and leave the ball in their court.
   Respond with something along the lines of:
   “Good day (client name),
   I realize that this is a large investment but I would like the opportunity to show you how investing in my service will be a great return on investment for you. I deliver top-notch service and my previous clients have seen results like (insert result) and (insert another result). I work with you to make sure you receive the best (insert service) for you and your business that helps you to achieve your goals. 
   If you do not have the budget for this currently I fully understand and hope you will consider me again in the future. If you are willing and able to invest at this time, I’d love the chance to collaborate with you.
   Kind regards
   (your name)
   
   
3. Ask them what their budget is and offer them a reduced solution.
   Don’t compromise on your value just to please the client. Offer an alternate solution that removes some of the bells and whistles but doesn’t really change the overall effectiveness of the project to reduce the cost slightly to fit within their budget (unless their budget is ridiculously low, then possibly follow option one).
   Respond with something along the lines of:
   “Good day (client name),
   “I realize this is a large investment and I wouldn’t want to compromise on the quality of my services so working with your budget, I’ve come up with the attached proposal instead.
   You’ll still get a quality (insert project or service) experience, we will just remove some of the bells and whistles for now, so you can stay with-in budget. Right now we’ll just focus on the main (objective of project) to create something that meets your current needs. 
   In the proposal I have removed (insert) and (insert) so we can include (insert) which is what would really help you right now. If you would like to add on the extras in the near future we can schedule it in as another project. 
   Please let me know if you are satisfied with the proposal and are ready to move forward.
   Kind regards
   (your name)
4. Remind them that you would be solving a very real and current problem for them and ask them how much that is actually worth.
   The reason a potential client will actually become a paying client is because they have a real and current problem that your service will solve. Often when someone is faced with making a large investment into something, they freak out and convince themselves that they don’t actually need the solution right now. You can remind them about how much easier their life would be if the problem were solved and that it will be worth the investment.
   Respond with something along the lines of:
   “Good day (client name),
   You mentioned that you are wanting to solve (insert problem). I understand that this is a large investment and may seem daunting but I want to assure you that I am confident I can help you solve (insert problem). What would it be worth to you if I could help you with solving (insert problem)?
   How important is it for you to find a solution to (insert problem)?
   If I could help you immediately, would the results be worth the investment? 
   I look forward to being able to assist you by (insert what you’re going to do that will add value to their life/business).
   Kind regards
   (your name)

Dealing with clients who think you’re too expensive can be frustrating but once you’re aware of how to handle the situation it becomes easier. As much as you want to turn a potential client into a paying client, remember that the solutions your services offer are valuable and you shouldn’t reduce your prices at the first sign of a client questioning your rates. Some clients who insist on cheap will always be cheap and end up being a huge headache to work with. Rather don’t worry too much about people who don’t see the value in your services (because there will always be people like this, it’s not personal) and focus on the attracting and working with the clients who do see the value!

If you found this post useful, please be sure to let me know! 

xo Cam