3 Ways to Respond When a Client Says Your Prices Are Too High

How do you reply when a potential client says you're too expensive? In this video, I share three ways to approach a client suffering from a case of sticker shock.
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Have any questions on pricing? Drop it in the comments below.

[@GSKGagaZet]

Great context before 6:31, after that come the responses
1. "What do you propose?" Instead of discounting right away.
2. "I am happy to work within your budget. What deliverable would you like to remove?" Negotiate about the value, not the price.
3. "I'm surprised that amount X seems like an expensive investment for something that is mission critical for the business / will get you value Y. Can you help me understand why you think it's a good idea to cut costs on this?" (Paraphrased) Call out the contradiction in their behaviour, if you are feeling feisty.
4. "I gave it some thought, but I can't make a business case for it. Would you like to move forward or would you like me to introduce you to a junior developer / marketer / person who may be able to work with your budget?"

[@JakobSagatowski]

This channel is such a gem. Thanks Jonathan for making reason and putting words on this topic!

[@JohnMarkIsaacMadison]

Happiness, while not quantifiable, can be comparable on a coarse level.
One of those obvious things that people will say "He isn't a genius. He's just pointing out the obvious."
But really what you are doing is giving the answer to a riddle of life. And all riddles are hard to solve,
but the answer obvious once you know it.

[@TheJonathanStarkShow]

Thanks John! I had never thought of the riddle metaphor, but you're right... the answer is obvious in retrospect.

[@Thomas1954]

Price it the way the client wants it. I don’t hate hourly rates, I don’t love project pricing, I don’t love or hate shared savings. Depends on the work. I use them all. Antagonizing the client doesn’t work.

[@jameschoedotcom]

Thanks so much for this Jonathan. I lost 2 jobs recently and I think I finally understand why thanks to this video.

[@TheJonathanStarkShow]

Sorry to hear about the jobs, James. Hopefully your new understanding will help :) -JS

[@UniquedesignzNetHMKGroup]

You win some, you lose some, as long as the outcome is income! lol The abundance mindset always helped me through not closing a deal... The other way to think of it is this... "You never really 'had them' in the first place, so you can't lose something you never had... ;)

[@hrvojegabelica4336]

You can't lose something you don't have my friend. Heads up and hope you closed many deals 1 year from your comment :)

[@joecortapia5757]

Thank you for your great I need to response to a customer on Monday!!response! Happy Holidays!!!

[@aminasonus]

Your content is amazing! Thanks for sharing!

[@UniquedesignzNetHMKGroup]

I'm thoroughly enjoying your content and emails... Would love to have you on my podcast. I connect with you via Chris Do and The Futur. Let's get connected.

[@MichaelShatravka]

So smooth.

[@TheJonathanStarkShow]

LOL! Thanks

[@mikachu4854]

Gosh it's so hard to be a beginner 😂😂 I can't even justify my beginner rates, they always wanted 80% cheaper 😭

[@ericabrom]

Greetings. I love your content. I really enjoyed you on the futur. I just got contacted to do a 10 month freelance job, but I didn’t want to charge hourly. I was thinking weekly would be a good option. How do you counter the objection "where did you get that number, or what are you basing that on?"

[@TheJonathanStarkShow]

Thanks, Eric! We just posted a video on this exact topic a few days ago. I hope this helps: ruclips.net/video/8WfrpIPxbjk/видео.html

[@ericabrom]

The Jonathan Stark Show thanks sir!

[@HamptonHawkeye]

Do you respond to this question over email, or do you ask them to get back on the phone for this conversation?

[@marcschelz]

more content pls

[@crystalspotlightproduction3701]

Your voice is hot btw

[@almyvblog7989]

Please add captions. Your accent is beyond comprehension

[@mikachu4854]

Probably late but u can turn on the CC button on the video (as long as it's available, but all english video i saw here on RUclips has this) it's an automated captions