Have you ever wondered what to say when clients tell you you’re too expensive? You’re not alone. As a small business owner, creative, or entrepreneur, you’ve probably heard this before: “That’s too expensive” or “I can’t afford that.”
Hearing those words can sting. You pour your heart and talent into your work, so it’s tough when your value feels questioned. But here’s the truth: Pricing is about the unique value you deliver—not just the number on a quote.
Instead of freezing up or lowering your rates on the spot, you can respond with confidence—and protect both your worth and your peace of mind.
In this post, I will share actionable strategies to turn pricing objections into conversations about value, enabling you to confidently stand by your rates.
6 Tips for Responding When Clients Say You’re Too Expensive
The clients who value you won’t haggle—they’ll invest because they trust your expertise.
1. Pause Before Responding
2. Acknowledge Their Concern
3. Highlight the Value, Not Just the Price
4. Share Why You Charge What You Do
5. Offer Options Without Discounting
6. Stand Firm in Your Worth
Red Flags to Look for in Clients Who Say This Often
It’s normal to hear “you’re too expensive” from time to time. Sometimes, a client is just being honest about their budget. But if you notice clients often pushing back on your pricing, it could be a red flag. Here’s why:
- They may not value your work. If a client is always negotiating or questioning your rates, they’re focusing on cost instead of quality or results. Clients who don’t respect your rates may expect extras for free, overstep boundaries, or be hard to please.
- They’re probably not your ideal client. The right clients understand your value and are willing to invest in it. Continued pushback usually signals they may not be the best fit.
Remember: it’s okay to say no. Protecting your time, energy, and worth will leave more space for clients who truly appreciate what you do. Here’s a sample phrase you can use to decline while maintaining professionalism politely:
‘Thank you for considering my services. I understand budget constraints and appreciate your position. However, I need to maintain my pricing to ensure the quality and value of my work. I hope you find the right fit for your needs.’
Green Flags: Signs of a Dream Client
Just like some clients throw up red flags, others make you breathe a sigh of relief because they get it. These are the clients who value your work, respect your boundaries, and trust your process.
Here are some green flags to look for:
- They don’t flinch at your pricing. Instead of questioning it, they say things like, “That sounds fair,” or “When can we start?”
- They respect your expertise.
- They hired you for your skill and trust your process instead of micromanaging every detail. They communicate clearly.
- They’re honest about their needs, ask good questions, and respond in a timely manner.
- They’re excited to work with you. They value not only the outcome but also the experience of working together. T
- They recommend you to others. A happy client naturally spreads the word, bringing you more of your ideal clients.
These clients remind you why you started your business in the first place. They make it worthwhile to stand firm on your pricing.
Why Setting Clear Boundaries Around Pricing Builds Trust and Authority
Clear boundaries around pricing aren’t just about protecting your business; they also build trust with your clients.
When you confidently state your rates and stick to them, you show that your pricing is consistent, fair, and thought out—not something you make up on the spot.
This consistency establishes you as a professional who values their work and knows their worth.
Clients actually respect boundaries. By standing firm, you communicate authority, reliability, and confidence.
And the best part? The right clients will feel reassured knowing exactly what to expect, which creates a foundation of trust right from the start.
Effective Payment Plans & Smaller Packages You Can Offer Without Discounting
When a client truly values your work but needs a little financial flexibility, you don’t have to slash your prices to make it possible. Instead, consider offering structured options that protect your worth while helping them move forward.
The key here is choice. By offering payment plans or smaller packages, you make your services approachable while still honoring your worth and protecting your business.
Payment Plans
Break the total cost into smaller installments, and always include the plan in a written agreement.
Example: 50% deposit upfront, 25% midway, 25% before the final delivery. This makes your services feel more manageable while ensuring you’re paid fairly and on time.
Extended Payment Options
Offer monthly payments instead of one lump sum.
Example: Spread a $1,200 package over three $400 monthly payments. Many clients appreciate the flexibility without asking for a discount.
Smaller Packages
Offer a smaller package with fewer deliverables instead of lowering your full price.
Example: A shorter session, fewer images, fewer revisions, or a simplified version of your service. This keeps your hourly rate (and value) intact while making your services more accessible.
Add-On Choices
Offer a base package and allow clients to add upgrades as needed.
Example: A starter design package with the option to add branding elements later. This gives flexibility without compromising your pricing structure.
Do’s and Don’ts When Offering Payment Flexibility
By keeping these do’s and don’ts in mind, you can offer flexibility that works for clients and protects your business.
Do’s
- Do put it in writing – Always have a signed agreement outlining payment terms.
- Do use automated invoicing tools – Make payments simple and professional.
- Do communicate confidently – Present payment options as part of your process, not as a favor.
- Do set clear due dates – Be specific: “50% deposit due today, balance due before delivery.”
- Do keep your value intact – Offer smaller packages or payment plans, not discounts.
Don’ts
- Don’t discount your worth – Lowering prices can attract the wrong clients.
- Don’t accept vague promises – “I’ll pay you later” is not a plan. Get payment upfront!
- Don’t overcomplicate – Keep payment plans simple (2–3 installments are usually best).
- Don’t chase payments – Set boundaries upfront so you’re not stuck following up.
- Don’t apologize for your pricing – Flexibility is a professional strength, not a weakness.
Behind-the-Scenes Value Breakdown
When clients see a price, they often only think about the final product. What they don’t always realize is everything that goes into making that experience possible. Your pricing reflects much more than just the time spent on a session or project. It shows the years of investment you’ve made to deliver professional results.
When you share even a glimpse of this breakdown with clients, it helps them see that your pricing is more than just a number. It reflects your professionalism, expertise, and the full experience you offer. Here are just a few of the things that are included in your pricing:
Equipment & Tools
Professional gear, software, and editing programs that allow you to create high-quality work.
Editing & Post-Work
The hours spent fine-tuning, perfecting, and delivering polished results.
Business Expenses
Insurance, subscriptions, website hosting, and other costs that keep your business running.
Your Time & Energy
Not just the session itself, but planning, communication, travel, and follow-up.
Client Experience
The thoughtful touches that make working with you special, like guides or personalized materials.
“Price is what you pay. Value is what you get.” – Warren Buffett
How to Research Industry Rates and Stay Competitive
One of the best ways to feel confident in your pricing is to understand your position within your industry. Pricing isn’t about copying someone else’s numbers, but about understanding the market while factoring in your unique value. Here’s how you can research and compare effectively:
- Check Industry Averages – Consult professional associations, forums, or industry reports that provide typical pricing ranges for your field.
- Review Competitor Websites – See what others in your niche (and region) are charging, paying attention to what’s included in their packages.
- Ask in Peer Communities – Join Facebook groups, masterminds, or online communities where professionals in your industry share insights.
- Factor in Your Experience – If you bring more education, years of practice, or a better client experience than others, your rates should reflect that.
- Consider the Cost of Doing Business – Don’t forget overhead, such as software, equipment, taxes, and insurance. Competitive doesn’t mean “cheap”—it means sustainable.
Once you understand the range, you’ll feel more confident knowing your pricing isn’t random—it’s backed by both market research and the value you provide.
What to say (and how to say it) when clients push back on pricing.
Not sure what to say when a client tells you you’re ‘too expensive’? I’ve got you covered.
This free download includes ready-to-use scripts for handling pricing objections with confidence—plus examples of how to offer payment plans or smaller packages without discounting your worth. Click below to grab your copy!
Frequently Asked Questions
Not necessarily. Instead of lowering your rates, consider offering a smaller package or payment plan. This way, you still honor your values while helping the client.
That will happen, and that’s okay. You don’t need every client; you need the right ones who see the value in what you offer.
Practice! The more you say your pricing out loud and without hesitation, the more natural it feels. Confidence is contagious. If you believe in your pricing, clients will too.
Not necessarily. Lower prices can actually attract clients who aren’t your ideal fit. Instead, focus on communicating your value and building trust.
Research your industry by checking competitor websites, exploring industry reports, and networking with fellow professionals—factor in your experience, costs, and the transformation you provide. If your rates align with the value you offer, they’re fair.
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Wrapping up
If someone says you’re “too expensive,” remember it’s not a personal attack. Clients who value you won’t try to negotiate your worth. Stay confident and clear, and you’ll attract people who appreciate expertise. Not every client will be the right fit. The best clients respect your value and never haggle over pricing.
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