💰 Win price talks
Win tough negotiations by reframing pricing models, exposing hidden cost math, and turning vague too expensive noise into clear, solvable objections.
The too expensive response: Never defend your price. Instead, ask: Compared to what? This forces the client to define the comparison, which is usually not apples-to-apples.
Reframing the cost math:
- Daily rate breakdown: $5,000 project / 20 days = $250/day. Is that expensive for the outcome you need?
- Cost of inaction: What does it cost you per month to NOT solve this problem?
- Cheaper alternative cost: What happened the last time you went with the cheapest option?
Pricing models to offer:
- Fixed price (client comfort, your risk)
- Time and materials (your comfort, client risk)
- Milestone-based (shared risk, better trust)
- Retainer (best for ongoing relationships)
Homework
- The next time a client says too expensive, respond only with: Compared to what? Write down their answer. It will tell you exactly how to close the deal.
- Prepare a cost-of-inaction calculation for your main service. Use real numbers.
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