#15: Being Told You're Too Expensive And How To Handle It

Update: 2021-05-10

Description

#15: Being told you’re too expensive and how to handle it

Today’s episode of the podcast is discussing the issue of being told “you’re too expensive”. We will be talking about the client’s understanding of value for money; strategies you can put in place to prevent this and actions you can take to put your mind at ease that you are worth every single penny!

Key takeaways

Being told “you’re too expensive” and how this can make you as a business owner feel.
How do clients define what is expensive and what is their understanding of value?
Value is changeable and subjective; what may be expensive to one client may be great value for money for another.
The importance of investment return - how can a 5k website give a business hundreds of thousands in return.
The price you ask for should be celebrated - you are worth that much!
What strategies can you use to overcome this?
Can you offer a payment plan to make the price more attractive to your client by not asking for the full value upfront?
Is there anything you could remove from the quote to make the price cheaper for the client and, in turn, reduce your workload?
How to use “Price Anchoring” to make a lower price more attractive to your potential client.
Have a script ready to go! This can help to guide you through moments of panic when a client catches you off guard regarding price.
Is the client a good fit at this time?
The importance of pre-qualifying to ensure you find the right clients - are you asking the right questions in the discovery call?
Actions to take away from this podcast:
Create a “you’re too expensive” strategy that works for your business.
Prepare a script for the “you’re too expensive scenario” so that you aren’t caught out and go into panic mode.
Don’t panic, keep going and remember, it will pay off.

One thing to remember above all else

“ The right client will understand your pricing and not everyone will be the right client”.

Highlights you simply cannot miss!

Pricing is completely subjective (1:59 )
Understanding the value of a website and the work you do. (3:59 )
Strategies to overcome the problem. (6:45 )
Finding the right fit when it comes to clients and the price you are offering. (14:25 )
Actions to take away from the podcast. (17:08 )