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“Your price is too high” – Handling the objection

Have you ever had a potential customer say to you, “Your price is too high”, “This is just too expensive, I can’t justify this right now,” or something similar?

It’s really tough, isn’t it?

And if you start to try to justify and reinforce why you’re so awesome and why your product or service is so awesome, it just starts to come across as a little bit desperate. And if you need the business it’s all too easy to just do a discount.

But we don’t want you to do that, no! ✋

In this video we’re going to show you how you can secure clients at the rate you deserve without ever discounting…

👉 Watch the video


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Have you ever had a potential customer say to you, “Your price is too high”, “This is just too expensive, I can’t justify this right now,” or something similar?

It’s really tough, isn’t it?

And if you start to try to justify and reinforce why you’re so awesome and why your product or service is so awesome, it just starts to come across as a little bit desperate. And if you need the business it’s all too easy to just do a discount.

But we don’t want you to do that, no! ✋

In this video we’re going to show you how you can secure clients at the rate you deserve without ever discounting…

The two reasons people say you’re too expensive

There are two main reasons why someone might say that you’re too expensive.

The first is that they legitimately can’t afford it and it is too expensive for them. Now 90% of the time we don’t actually think that’s true, and we’ll get to that in just a second, but if it is true, and they really do want to work with you and you want to work with them, then let’s make it happen.

There’s some ways that you can still make this work. Now the last thing you want to do is discount your prices but what you can do is less work for a lower amount, and let’s talk about that.

Do less work for a lower amount

A good question to potentially ask if someone has price objections is, “Okay, what were you expecting the price to be?”

This will give you a much better idea of what their budget actually is (bearing in mind it’s probably going to be a little bit higher than the price that they give you), but with this new information we now can work out a smaller package without discounting.

For example, rather than a full day’s worth of consultancy plus a follow-up call, plus an extra bonus training, plus an online course access for a full year, why don’t you just do a half day or an hour or just whatever their budget can stretch to? This works great because it’s win-win. You’re still getting money and you’re still getting your high rate, but you’re just doing less work, and they still get a piece of you 🙌

Offer a payment plan

Another way to handle price objections is to offer a payment plan. This makes things a little bit more manageable and, again, it’s win-win. You’re still getting paid and it’s a little bit easier on your customer’s cash flow 💰

Now getting into a stage where you’re offering to do less work or payment plans is a great way to salvage the sale, but really, really we want them to buy at the full rate straight away, outright, right?

Make sure they see the value of your offering

So the real reason people are probably saying that you’re too expensive is because they don’t see the value yet. They don’t think it’s worth that amount of money because they don’t see what they’re going to get in return.

So if someone starts saying things like, “Why is it that much?” or “Wow, that’s expensive” you need to immediately start questioning that, so you can get a much better understanding of why they think that, which gives you a much better shot at changing their perspective too. So start asking questions like:

“Okay, interesting that you think that is expensive. Out of interest, what are you comparing this to?”

Because then you can start to say:

“Ah well now I see why you think this is expensive because you’re comparing our shiny new awesome thing to a secondhand crappy thing It’s not the same. Let me explain why.”

Now you can start to build up that credibility and desire again to start working with you.

Get them to sell your credibility back to themselves!

At this point you might even want to ask them why they came to contact you in the first place. They wouldn’t be having this sales conversation with you if at some level they didn’t believe that you were right for them. So almost get them to sell your credibility back to themselves.

They may even start to say things like.

“Well, I follow you on LinkedIn and your posts are always really good and the advice is amazing, so I thought we’d be a good fit.”

Talk hypothetically about their goals

And when you’re having this conversation about pricing objections, the second thing you want do is talk hypothetically about their goals. So bring the conversation back to the desired outcomes that they want.

For example, our Atomic programme helps businesses double their income.

In this instance, if you’re making, say, 2,000 pounds a month, and your goal is to make 4,000 pounds a month, what does it matter if we charge 500 pounds or 1,000 pounds or 2,000 pounds? (It’s 570 pounds by the way!) You’ll still have a great return month on month.

So make it very real to them by bringing it back to what they’re actually trying to achieve.

If you’re watching this and you don’t actually know your true worth and you don’t know what you could help people actually achieve, then maybe it’s time to work that out first.

Mitigate the risk

This should be enough to clinch the deal and get that sale. But if not, it might be that they just don’t trust you enough yet, maybe you’ve just met them.

Or maybe there’s some kind of risk involved or some kind of objection. So can we mitigate that risk somehow? For example with our Atomic Programme, we actually have a two-step money back guarantee.

Plus after the 30 days if you join and do the work and it doesn’t make back at least your investment, then you can also get your money back.

Do you see here how we’ve tried to mitigate the risk of joining our programme? Essentially, if you join and don’t like it or it doesn’t work for you, you’ll get full refund. So there’s no risk on that side.

And then on the flip side if it does work, just like it has with hundreds of other members, you can actually go on to double your business and beyond and be very happy. We’re trying to mitigate that risk constantly.

Let’s recap…

So if someone says to you you’re too expensive, firstly try to work out why they think that and try to demonstrate the value of your product or service and mitigate those risks.

If that doesn’t work, work out their budget by asking what were you expecting and decide if you can do less work for the budget that they have, importantly, without discounting. Or maybe it’s a good idea to implement a payment plan.

And if none of this works, maybe it’s time to walk away from that deal.

f you want more help and more advice, check out this blog on how to close a sale and this one about option-based pricing and proposals.

If you’ve got any questions about price objections, then please do drop them in the comments! 👇