How I Handle "Your Price Is Too High" (Without Lowering My Rates)

There was a time when this one sentence could ruin my day:

“That’s a bit out of our budget…”

Didn’t matter how much value I offered—
I’d instantly feel doubt, panic, and worst of all: pressure to justify my worth.

So, like most new freelancers, I made the rookie mistakes:

— Over-explaining my process
— Justifying with credentials
— Offering discounts just to close the deal

The result?

They still didn’t hire me.

But here’s the truth:
Price pushback isn’t rejection. It’s negotiation.

And how you respond decides whether you build trust — or break positioning.

Let me show you the exact system I use now.

The 6-Step System That Helps Me Handle Price Objections With Confidence

➤ 1. Reframe the Moment
When a client says “That’s a lot,” don’t start defending your rate.
That puts you on the back foot.

Instead, ask:
“Totally understand. Can I ask what matters most to you in this project?”

Now you’re shifting the focus — from price to value.

➤ 2. Detach Emotionally
Negotiation is part of the game.

Don’t take it personally.
If you stay calm, you stay in control.

Confidence in pricing shows confidence in yourself — and clients respect that.

➤ 3. Ask Discovery Questions
I use these questions when budget is a concern:

— What are the must-haves in this project?
— What are optional elements we could trim down?
— Is your top priority: timeline, quality, or budget?

This makes the client feel involved.
Now you’re solving together — not defending your price.

➤ 4. Never Over-Explain
Do you ask Apple why the iPhone costs ₹1,20,000?

No.

So don’t break down your pricing either.
You’re not selling hours—you’re selling outcomes.

Over-explaining = lack of confidence.
Clarity and certainty = respect.

➤ 5. Position Yourself as a Peer, Not a Pleaser
You’re not begging for work. You’re offering expertise.

Say this instead:
“Here’s the scope, here’s the process, and here’s the investment.”

You’ll be surprised how many clients respect directness over discounts.

➤ 6. Know the Why Behind Your Pricing
My pricing includes:

■ My time
■ My tools
■ My experience
■ My systems
■ My clarity
■ My peace of mind

If someone says, “That’s expensive,”
It simply means they’re not the right fit.

That’s okay.

A Real Story — ₹18K Closed Without Discount

A client once said:
“This is above our expected budget.”

I asked:
“What’s the main priority for you here?”

She said: Clarity and story flow.

So we removed a few deliverables, kept the core script,
and stuck to the same price.

She agreed.
No pushback.
No haggling.

Why This Works

✔ Builds Trust – Calm confidence > frantic justification
✔ Creates Clarity – You understand what matters to the client
✔ Saves Time – You don’t waste energy defending your value

Use This Action Plan on Your Next Call

Final Thoughts

Every time someone says "That’s expensive",
you get to choose:

— Panic and reduce your price
— Or guide the conversation with clarity and calm

I choose the second. Every time.

Because freelancing isn’t about just getting hired.
It’s about getting respected.

Want My “Client Pricing Script”?
It’s the exact set of words I use to quote calmly and close clients — without lowering my price.

Reply with "Pricing Script" and I’ll send it over.

Let your clarity lead.
Let your confidence close.

—
Sonu
Scriptwriter | Hook Strategist | Builder of scroll-stopping systems