Handling Price Objections

When a client says "That's too expensive," don't panic or discount on the spot. Ask: "Help me understand — too expensive compared to what?" That one question reveals whether they have a real budget constraint or are just testing whether you'll flinch.

For a real budget, adjust scope rather than price: "For that budget, I can deliver X instead of Y." For negotiators, hold firm: "That's my rate for this scope. I'm confident in the value it delivers." Discounting to close one deal teaches every future client that your first number is negotiable.