Field notes · Business
When a client says “that’s too expensive”
The price is rarely the whole objection. Three questions come before any discount.
A client who says the price is too high is telling you something, but not always what you think. It can mean “I cannot afford it”, “I do not see the value yet”, or “I need a reason to say yes to my partner”.
Ask what they are comparing it with. Another provider, doing it themselves and doing nothing are three different conversations, and only the first is a price conversation.
Restate the outcome in their words, not yours. If they said they wanted fewer late invoices, talk about late invoices, not about your hours.
Offer a smaller scope before a lower price. A lower price teaches the client that the first number was negotiable. A smaller scope keeps the price meaningful and gives the client a way in.
Practise the exact sentences out loud. Pitch, our sales coaching tool, plays the client, pushes back, and shows what a stronger answer looks like.