Re-Engaging Clients After Pricing Concerns

A rep told me she's been closing deals by giving 15 to 20% discounts. Not because prospects asked. Because she didn't think they'd say yes otherwise. I told her "You're training prospects that your price isn't real. And you're killing your margins and confidence." Here’s something I want you to think about… When you rely on discounts, you're not solving a pricing problem. You're covering up a value problem. Prospects push back because they don't trust the value yet. When you drop your price, you confirm it wasn't worth the original number. So what do you do instead? Build trust before price comes up. First, build a case study library. Most reps can't tell good stories about past clients. They know they've helped companies but can't articulate HOW. Schedule one hour interviews with your team who's done the work. Record it. Walk through specific situations. The company. The problem. What they tried before. The solution. The result. When a prospect brings up a concern, connect it to a real story. "You sound just like Company X. They had the exact same challenge. Here's what happened..." Stories are proof. Proof builds trust. Trust justifies premium pricing. Second, lead with your guarantee. Build it into your pitch. Example for Executive Search as that what this rep sold: "We're not the cheapest. We're typically 20 to 30% more expensive. But we offer a 12 month guarantee. If the placement doesn't work, we replace them at no cost." You've reframed the conversation. It's not about price. It's about confidence in the outcome. Third, disqualify price shoppers early. When someone says price is their number one concern: "Just to make sure we're aligned. We're typically more expensive by XX%. If price is your primary factor, we might not be the right fit. What do you think?" You flipped the script. They have to sell YOU on why they should work with you. Either they say "Actually price isn't the only thing. We care about quality too." Great. Real conversation. Or they say "No it really is just about price." Perfect. You saved weeks chasing a deal you'd never win. Fourth, use their business as an analogy. "In your business, are you the cheapest option?" Usually no. Mid tier or premium. "If a competitor came in 50% cheaper, what would they have to cut?" Cheaper materials. Less experienced people. Worse service. "Exactly. Same in our world. If someone's dramatically cheaper, what do you think they’re CUTTING out?” You just used their logic to justify your pricing. Fifth, know when to walk away. If you've shown value, told stories, offered a guarantee, explained ROI, and they're still pushing for a discount? They're not your customer. The right clients choose you because you're the obvious choice. Not because you're cheap. — If you found a ton of value out of this, you don’t want to miss my LIVE sales coaching call, for free: https://lnkd.in/g3CP4v2q

Behind the scenes: How my client raised her rates and kept her clients "I want to raise my rates, but I'm terrified I'll lose my clients." This is what Sarah, a fractional HR consultant, told me six months ago. She'd been charging the same rates for three years while her expertise and results had significantly improved. The problem wasn't her HR skills - she was excellent at what she did. The issue was how she was running her business, which was quietly draining her profitability. Sarah was undervaluing herself and knew it, but fear kept her stuck. Here's exactly how we helped Sarah successfully increase her rates by 45% without losing a single existing client: Step 1: We identified her profit drains first Before discussing pricing, we discovered Sarah was spending unpaid hours on "quick calls" with clients, doing unlimited revisions on HR policies, and handling emergency requests without additional compensation. These business structure issues were costing her thousands annually - problems that had nothing to do with her HR expertise. Step 2: We built her confidence with data We documented the specific results she'd delivered for clients over the past year. Reduced turnover rates, compliance improvements, team satisfaction increases - real numbers that proved her business impact. This wasn't about justifying a rate increase. It was about Sarah truly understanding the return on investment she provided. Step 3: We created a grandfather clause strategy Existing clients kept their current rates for work already contracted, but any new projects would use the updated pricing structure that included clear boundaries around scope and additional requests. Step 4: We positioned it as a business evolution, not a price increase Instead of saying "I'm raising my rates," Sarah explained that her business was evolving to focus on higher-level strategic HR work, which required different pricing and boundaries. She emphasized that this change would allow her to deliver even better results for the clients she continued working with. Step 5: We prepared for the conversation with specific scripts Sarah practiced explaining the changes clearly and confidently, addressing common concerns before they were raised. Not only did Sarah keep all her existing clients, but three of them immediately booked additional projects at the higher rates. Her confidence in her own value transformed how clients perceived her worth. Six months later, Sarah's business is more profitable and she's working with clients who truly value her strategic HR expertise. What business structure issue might be quietly undermining your pricing confidence? Please get on my calendar if you'd like help developing a rate increase strategy that strengthens rather than weakens your client relationships. Link in comments. #strategy #business #creativity #innovation #richbutbrokenomorewithfran

"The $150 Question" "Your price is too high." Every freelancer has heard these four words. They sting. They make you doubt your worth. They tempt you to slash your rates just to win the project. But what if I told you this objection isn't really about money at all? Here's what happened to me last week: A potential client said my $150 proposal was "way too expensive" for a website content project. My gut reaction? Panic. Start justifying. Maybe offer a discount. Instead, I asked one simple question: "Compared to what?" The conversation that followed revealed everything... Turns out, they'd been comparing me to a $50 freelancer. But here's the kicker – they'd already tried that route twice. Both times, they ended up frustrated, with broken sites and zero RANKING. They weren't really objecting to my price. They were afraid of making another expensive mistake. The 3-Step Framework That Turned "Too Expensive" Into "Where Do I Sign?" 1. Don't Defend – Investigate "Compared to what are you measuring this?" "What's your biggest concern about the investment?" "What would happen if you don't solve this problem?" 2. Shift from Cost to Value Stop talking about what you charge Start talking about what they gain Focus on the cost of NOT solving their problem 3. Tell the Two-Path Story Just like the doctor analogy in the screenshot – paint the picture: Path A: Cheap solution (risks, limitations, hidden costs) Path B: Professional solution (peace of mind, proven results, ongoing support) The Plot Twist: That "too expensive" client? They signed the next day. At full price. Plus a monthly retainer. Why? Because I helped them see they weren't buying CONTENT – they were buying peace of mind, professional results, and a partner who'd be there when things went wrong. Your Turn: The next time someone says your price is too high, resist the urge to justify or discount. Instead, get curious. Ask questions. Understand their real concern. Because here's the truth most freelancers miss: Price objections are rarely about price. They're about perceived value, fear, or lack of understanding. What's the boldest thing you've done when facing a price objection? Drop your story in the comments – I read every single one. P.S. – If you found this helpful, hit that share button. Your fellow freelancers will thank you for it. #Freelancing #ClientRelations #PricingStrategy #SalesSkills #FreelancerTips #BusinessDevelopment #ValueBasedPricing Cheers, HUMA AWAN

I used to argue with every objection. Now, I agree & sign more clients. Old me →  Them: "You're too expensive." Me: "Actually, when you calculate the ROI" They zone out… After 8 years of building 7-figure businesses and helping founders do the same, I’ve learnt: The moment you argue, you lose. Even if you're right. Nobody wants to be proven wrong. They want to be understood. When a client says "this is too expensive"... I don't justify my pricing. I ask more questions. "I hear you. What specifically feels too expensive about it?" 9 times out of 10, it's not actually the price. It's that they don't see the value yet. Or they're scared of making the wrong decision. Or they got burned before. This framework actually works: 1) Agree "You're right to feel that way." "I see where you're coming from." "That makes sense." 2) Get curious "Help me understand what concerns you?" "What would make this feel better?" "What specifically doesn't sit right?" 3) Redirect together "Based on what you've shared..." "Now that I understand better..." "Let's figure out what actually works for you." When you do this the walls come down. It goes from "you vs me" to "us vs the problem." It’s not about being a pushover.  It's about getting out of your own way. Your need to be right is costing you money. And more importantly, relationships. Try this next time someone objects. Don't defend. Don't justify. Just listen. They’ll probably talk themselves into it.

Journey of Onboarding a Client The client said — “The price is too high.” I calmly replied — “Based on the references you shared, does the pricing feel high or is your budget lower than expected?” Then I suggested — “Let’s sit for an online meeting.” During the meeting, I explained everything clearly— which feature requires how much development effort, and why the pricing was structured that way. After listening, the client said — “Your pricing actually makes sense. But I don’t need all those features right now.” So the client reduced a few features → the budget was revised → and the project got onboarded. Alhamdulillah. Another smooth, honest, and successful onboarding. --- What we can learn from This Experience 1️⃣ A price objection is not a rejection Most people panic when a client says “price is high.” In reality, it’s the perfect opportunity to start a meaningful conversation. 2️⃣ Don’t sell the price — explain the value When clients understand the effort and reasoning behind the quote, they appreciate the value instead of comparing numbers. 3️⃣ Clear communication builds trust Transparency creates trust. Trust leads to successful onboarding. Simple formula. 4️⃣ Meetings are powerful — not everything can be explained in chat A short 5–10 minute call can eliminate confusion that texts never can. 5️⃣ Always offer flexibility** Reducing features, doing phase-wise delivery, or restructuring the scope makes the client feel heard and supported. 6️⃣ A limited budget doesn’t make a client “bad” Everyone has constraints. If you can align the solution with their budget, it becomes a win–win. --- Final Thought: Client onboarding isn’t luck — it’s the outcome of clarity, communication, and genuine respect. #clienthunting #softwareoutsourcing #AIagent #Uxui

Exactly in 2008/2009, I began my journey in 𝗱𝗶𝗴𝗶𝘁𝗮𝗹 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴. So, here's my expertise in handling sales objections wrapped: > 𝗔𝗰𝘁𝗶𝘃𝗲 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴: Understanding the root of objections is essential. When a client says, "You are expensive," start by truly listening to their concerns, maintaining eye contact, and asking open-ended questions. > 𝗘𝗺𝗽𝗮𝘁𝗵𝘆 𝗮𝗻𝗱 𝗩𝗮𝗹𝗶𝗱𝗮𝘁𝗶𝗼𝗻: Often, clients who want faster results or question current rankings need to feel understood. By acknowledging their anxiety and validating those feelings, you pave the way for trust and constructive dialogue. > 𝗧𝗮𝗶𝗹𝗼𝗿𝗲𝗱 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀: Align product benefits with client needs. If a client asks for specific promises like "X" leads for sign-up, tailor your value propositions to fit their unique context, and back your assertions with quantifiable data. > 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗧𝗿𝘂𝘀𝘁: Overcome objections by being transparent about your offerings. Use case studies and testimonials to illustrate how you’ve navigated similar challenges for other clients. > 𝗖𝗼𝗺𝗺𝗼𝗻 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: For hurdles such as price or timing, apply the 𝟯 𝗙𝘀 (Feel, Felt, Found) and the 𝟰 𝗣𝘀 (Pause, Probe, Provide, Prove), turning scepticism into interest. > 𝗣𝗿𝗼𝗮𝗰𝘁𝗶𝘃𝗲 𝗗𝗶𝗮𝗹𝗼𝗴𝘂𝗲: Anticipate objections before they arise by asking insightful questions and clarifying the terms surrounding cost, value, and budget. Knowing these points in advance gives you the upper hand. > 𝗧𝘂𝗿𝗻𝗶𝗻𝗴 𝗥𝗼𝗮𝗱𝗯𝗹𝗼𝗰𝗸𝘀 𝗶𝗻𝘁𝗼 𝗦𝘁𝗲𝗽𝗽𝗶𝗻𝗴 𝗦𝘁𝗼𝗻𝗲𝘀: By mastering these strategies, ever-present objections become opportunities for deeper connection, stronger relationships, and ultimately, boost sales. I am sure I’m missing a few things, but these were the key highlights. Transforming sales objections will always be special. 𝗖𝗮𝗻'𝘁 𝘄𝗮𝗶𝘁 𝘁𝗼 𝘀𝗲𝗲 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲 𝗵𝗮𝘀 𝗶𝗻 𝘀𝘁𝗼𝗿𝗲 #DigitalMarketing #SalesStrategy #ClientEngagement #ActiveListening #EmpathyInSales #TailoredSolutions #BuildingTrust #SalesObjections #ProactiveDialogue #SalesSuccess #MarketingExpertise

A client recently asked, “We’ve always won with our prices, but now it’s not cutting it. What shifted?” Here’s what happened: The market evolved, customer needs shifted, yet their strategy stayed the same. After reassessing their approach and making a few key adjustments, we saw immediate results: customer engagement soared, brand loyalty grew, and sales exceeded expectations, without having to lower prices. The truth is—competing on price is a losing game. True success comes from standing out in ways that don’t rely on discounting. I call this the “Value-First Growth Strategy.” It’s about creating a brand that customers want to support, not just because it’s cheap, but because it speaks to their values and needs. Here’s how to apply it: 🔸 Focus on Your Brand’s Story • Share your brand’s mission, its values, and the purpose behind what you do. • People connect with stories that resonate with their beliefs. The benefit: A powerful story creates a deeper connection, making your brand unforgettable. 🔸 Offer Exceptional Customer Experience • Create a seamless and personalized experience for every customer. • Make communication easy and every touchpoint memorable. The benefit: A great experience drives loyalty and referrals that go beyond price. 🔸 Create Emotional Connections • Engage your audience by speaking to their hopes, challenges, and dreams. • Build messages that feel personal and relevant. The benefit: Emotional connections foster lasting relationships that transcend cost. 🔸 Be a Thought Leader in Your Industry • Share valuable insights and engage in meaningful conversations within your niche. • Position your brand as a trusted advisor. The benefit: Being recognized as an expert builds credibility, making price less of a concern. 🔸 Create Exclusivity and Urgency • Offer special deals, limited-time products, or exclusive features. • Create a sense of urgency that adds premium value to your brand. The benefit: Exclusivity increases perceived value and drives urgency to act. 🔸 Highlight Social Responsibility and Sustainability • Show how your brand supports causes that align with your audience’s values. • Communicate how you’re contributing to positive change. The benefit: Consumers gravitate toward brands with a purpose and are willing to invest in that alignment. 🔸 Keep Improving Your Product or Service • Continuously refine your product or service to meet evolving customer needs. • Commit to quality and innovation. The benefit: Continuous improvement shows your dedication to excellence, justifying your pricing and fostering trust. The truth? Standing out without competing on price is all about the value you offer, and the connections you create. How are you differentiating your brand without relying on price? Drop a comment! ⸻ ♻️ REPOST if this resonated with you! ➡️ FOLLOW Rheanne Razo for more B2B growth strategies, client success, and real-world business insights.

“Your competitors charge half as much as you. Why is your price so high?” Prospects keep asking me this question on our lead calls, and some even think we’re being deceptive, because there are agencies willing to work for half our price. In the beginning, I used to get startled by this question, and even lost a few good deals because of it. But now, all I do is ask them 3 questions. Let’s say our price is $2000, and the competitors are doing it for $1000. 1. “If we charge the same as [Competitor], would you choose us or them?” They’ll obviously prefer us (that’s why we’re on call). 2. “Given our track record, case studies, and quality of work, do you agree that we’re highly likely to succeed at achieving our goal?” They always say yes, and start visualising our collaboration. 3. “I’m sure [Competitor] will also offer good value for the price. But would you rather risk $1000 dollars on a ‘decent’ product, or invest $2000 for an impressive product, and higher likelihood of success?” This makes them think of the additional $1000 as a worthwhile investment. If they’re still on the fence, and I really want to work with this client, I make one last offer. “If price is the only reason you’re unsure, let’s try a short pilot. If you’re unsatisfied at the end of it, I’ll refund the difference, and we can close our collaboration.” This line of questioning works 90% of the time, and we end up converting the client. 100% with the last offer (which I only make to high priority targets). Use this to prepare for this question ahead of time, so you don’t have to lose any potential clients. But guys, remember: This only works if you’re highly confident in your service and have a great track record — you need valid justification for your price. How do you deal with this concern from prospects? #pricingstrategy #agencybuilding #freelancer

𝐄𝐯𝐞𝐫 𝐡𝐚𝐝 𝐚 𝐜𝐥𝐢𝐞𝐧𝐭 𝐰𝐡𝐨 𝐭𝐡𝐨𝐮𝐠𝐡𝐭 𝐲𝐨𝐮 𝐜𝐨𝐮𝐥𝐝 “𝐣𝐮𝐬𝐭 𝐠𝐢𝐯𝐞 𝐚 𝐥𝐢𝐭𝐭𝐥𝐞 𝐦𝐨𝐫𝐞 𝐝𝐢𝐬𝐜𝐨𝐮𝐧𝐭”? ----------------------------------------------------------------------------------- That’s exactly what happened to me recently. Even after offering the maximum discount, the client wasn’t convinced. They believed I had more room to adjust, but I knew that going further would compromise the value and quality of my service. So, instead of reducing the price further, I shifted the focus. 𝐇𝐞𝐫𝐞’𝐬 𝐡𝐨𝐰 𝐈 𝐡𝐚𝐧𝐝𝐥𝐞𝐝 𝐢𝐭: ----------------------------- 1️⃣ 𝐑𝐞𝐟𝐫𝐚𝐦𝐞𝐝 𝐭𝐡𝐞 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧: I emphasized the unique value my service brings, something no discount can replace. 2️⃣ 𝐏𝐫𝐨𝐯𝐢𝐝𝐞𝐝 𝐚 𝐝𝐞𝐭𝐚𝐢𝐥𝐞𝐝 𝐛𝐫𝐞𝐚𝐤𝐝𝐨𝐰𝐧: I shared how my pricing reflects the effort, expertise, and resources required to deliver exceptional results. 3️⃣ 𝐎𝐟𝐟𝐞𝐫𝐞𝐝 𝐚𝐝𝐝𝐢𝐭𝐢𝐨𝐧𝐚𝐥 𝐯𝐚𝐥𝐮𝐞 𝐢𝐧𝐬𝐭𝐞𝐚𝐝 𝐨𝐟 𝐚 𝐝𝐢𝐬𝐜𝐨𝐮𝐧𝐭: I included a small bonus service that aligned with their goals but didn’t affect my profit margins. The client 𝐫𝐞𝐚𝐥𝐢𝐳𝐞𝐝 they were 𝐢𝐧𝐯𝐞𝐬𝐭𝐢𝐧𝐠 𝐢𝐧 𝐨𝐮𝐭𝐜𝐨𝐦𝐞𝐬, 𝐧𝐨𝐭 𝐣𝐮𝐬𝐭 𝐚 𝐬𝐞𝐫𝐯𝐢𝐜𝐞. By addressing their 𝐜𝐨𝐧𝐜𝐞𝐫𝐧𝐬 𝐰𝐢𝐭𝐡 𝐭𝐫𝐚𝐧𝐬𝐩𝐚𝐫𝐞𝐧𝐜𝐲 𝐚𝐧𝐝 𝐜𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞, I turned the discussion from 𝐩𝐫𝐢𝐜𝐞 𝐭𝐨 𝐯𝐚𝐥𝐮𝐞. Guess what? They signed the deal, and we’re now working together on their project! Have you ever had to convince a client when price became the sticking point? How did you handle it? Let’s share strategies in the comments! And if you found this helpful, don’t forget to follow me, Rahul Nair, for more tips on handling client challenges and growing your business. #NegotiationSkills #ClientSuccess #ValueOverPrice #Entrepreneurship #BusinessGrowth

Giving discounts most times isn’t the solution to making more sales. I’ll explain. I’m sure you have seen this scenario play out too many times. A potential client would reach out, seem super interested, and then—right when it was time to seal the deal—they’d hit you with the classic: “I love what you do, but I’m not sure I can afford it.” Or worse: “This sounds great, but I don’t think it’ll work for me.” Every single time, questions would arise. Should you push harder? Lower your price? Beg? (Definitely not that one.) The answer is simple though. You need a way to address objections without sounding desperate. 📌 And that is The “Feel, Felt, Found” method. Here’s how it works: ◾️ Acknowledge their concern. ("I understand how you feel.") ◾️ Show empathy through experience. ("Others have felt the same way.") ◾️Reassure them with results. ("But here’s what they found.") FEEL: “I completely understand how you feel. A lot of my clients felt the same way at first.” FELT: “They also worried about the investment and whether it was the right time for them.” FOUND: “But once they took the leap, they found that the ROI made it one of the best investments they ever made. In fact, many of them ended up scaling their business faster than they expected!” Boom. Objection handled. Now the client is reassured. They’re seeing real-life proof. And suddenly, they’re considering a yes instead of an automatic no. Most people try to convince with logic alone. But you need to realize that buyers make decisions based on emotion first, logic second. When people feel heard, they trust you more. And that trust is what gets them to say yes. You don’t need to be on sales calls to apply this. You can use it in sales pages, emails, ads and landing pages. If you need someone to help you position in a way that gets you seen and heard, send me a DM with the word “result” to book a clarity call. #day83of365 #writewithire