As a freelance designer, it’s common to hear clients object to your pricing.
Even though you know that your rates are justified for the level of expertise and quality you offer, it can be challenging to communicate that effectively to potential clients.
Handling the “Your price is too high” objection requires finesse and tact, but it’s a necessary skill to master if you want to build a successful freelance business.
In this post, we’ll explore some effective ways to handle the “Your price is too high” objection and provide you with sample scripts to help you communicate with clients more confidently and professionally.
By the end of this article, you’ll have the tools and strategies you need to overcome pricing objections and close more deals.
Here are some effective ways to handle this objection:
1. Explain the value you offer
One of the best ways to handle this objection is by demonstrating the value that you offer.
Explain how your services can help the client achieve their business goals and how your expertise and experience can benefit their project.
Here are some sample scripts you can use:
- Formal: “I understand that the price might seem high, but I’m confident that the value I offer justifies the cost. With my experience and expertise, I can help you achieve your business goals and deliver a product that exceeds your expectations. Would you like me to go into more detail about the specific value I can offer your project?”
- Informal: “I know my price might seem high, but with my experience and expertise, I can help you achieve your goals and deliver a product that exceeds your expectations. Want me to tell you more about how I can add value to your project?”
2. Showcase your portfolio
Share your portfolio with the client to showcase your previous work and demonstrate the quality of your work.
This can help them see the value you bring to the table and justify your pricing.
Here are some sample scripts you can use:
- Formal: “I completely understand that you’re looking for the best value for your money. I’d love to show you some examples of my previous work so that you can get a better idea of the quality of work you can expect from me. Here is my portfolio. As you can see, I have a proven track record of delivering high-quality projects that meet my clients’ needs and expectations.”
- Informal: “I get that you’re looking for the best value for your money. Check out my portfolio to see the quality of work you can expect from me. I have a proven track record of delivering high-quality projects that meet my clients’ needs and expectations.”
3. Offer a payment plan
Consider offering a payment plan to the client if they’re struggling with the price.
This can help them manage the cost of the project and make it more accessible to them.
Here are some sample scripts you can use:
- Formal: “I understand that the price might be a concern for you. Would you be interested in a payment plan? I can work with you to create a plan that fits your budget and ensures that you can still receive the same high-quality services. Would you like me to share some options?”
- Informal: “I understand the price might be a concern. Want to consider a payment plan that works for your budget but still ensures that you get the same high-quality services?”
4. Highlight your unique selling proposition
Share what sets you apart from other designers and how your unique skillset can add value to their project.
This can help the client understand why you charge what you do and make them more likely to invest in your services.
Here are some sample scripts you can use:
- Formal: “I appreciate your concerns about the price, but I truly believe that my skills and experience make me a valuable asset to your project. My unique selling proposition is that I offer a level of expertise and creativity that few other designers can match. I can deliver a final product that will not only meet your expectations but also surpass them. Would you like me to go into more detail about how I can add value to your project?”
- Informal: “I totally understand the concern about pricing. But I truly believe that my skills and experience make me a valuable asset to your project. I offer a level of expertise and creativity that few other designers can match. Want me to tell you more about what makes me unique?”
5. Negotiate
Be open to negotiating your price to find a solution that works for both you and the client.
However, make sure that you’re not undervaluing your services and compromising your work quality.
Here are some sample scripts you can use:
- Formal: “I understand that the price might be a bit steep for you. Would you like to discuss ways we can find a solution that works for both of us? I’m open to negotiating my price, but I also want to make sure that I’m fairly compensated for the quality of work I provide. What is your budget, and how can we find a solution that meets your needs?”
- Informal: “I hear you that the price is a bit steep. Let’s discuss ways we can find a solution that works for both of us. What’s your budget, and how can we find a solution that meets your needs?”
6. Provide options
If the client is still hesitant about the price, provide them with different service options that may suit their budget.
For example, you can offer a basic package with fewer deliverables or a premium package with more features.
Here are some sample scripts you can use:
- Formal: “I understand that the price might be a concern for you. Would you like to see some different service options that could fit your budget better? I can provide a basic package that includes the essential services you need, or a premium package that includes additional features that might be of interest to you.”
- Informal: “I understand the price might be a concern. Want to see some different service options that could fit your budget better? I can provide a basic package that includes the essential services you need, or a premium package that includes additional features that might interest you.”
7. Stay confident
Be confident in your pricing and the value you offer.
If you believe that your price is fair, then stick to it and trust that the right clients will see the value in your services.
Here are some sample scripts you can use:
- Formal: “I appreciate your concerns, but I’m confident that my pricing is fair for the quality of work I provide. My goal is to create a product that meets and exceeds your expectations, and I’m committed to delivering that for you. If you’re interested, we can discuss further how I can add value to your project and why my pricing is justified.”
- Informal: “I appreciate your concerns, but I’m confident that my pricing is fair for the quality of work I provide. My goal is to create a product that meets and exceeds your expectations, and I’m committed to delivering that for you. Want to discuss further how I can add value to your project and why my pricing is justified?”
Conclusion
Now that you have some effective ways to handle the “Your price is too high” objection, it’s time to put them into practice.
Remember that overcoming pricing objections is not just about convincing clients to pay more. It’s about communicating the value you offer and building trust and credibility with potential clients.
By mastering the art of handling pricing objections, you’ll be able to close more deals, build a better reputation, and command higher rates. So don’t be afraid to stand by your pricing and communicate your value confidently.
You’ve got this! Start using the sample scripts and strategies we’ve shared in this blog post and see how they work for you.
With practice and patience, you’ll become a pro at handling pricing objections and taking your freelance business to the next level. Good luck!
