"Too expensive" almost never means "no"; it’s often "I don’t understand why." Don’t lower your price with your first response: first, steer the conversation back to value or ask what the person is comparing it to. Offering a discount right away devalues your work and trains the client to negotiate on every order.
What does "too expensive" really mean?
It usually means one of two things: the person doesn’t see what they’re paying for, or they’re comparing you to someone cheaper. In both cases, the issue isn’t the price, but the lack of understanding of value. Lowering the price doesn’t solve this confusion; it only confirms that less could have been acceptable.
Why shouldn’t you offer a discount right away?
An immediate discount tells the client that the original price was inflated. Next time, they’ll say "too expensive" again, already knowing you’ll concede. This way, you turn every deal into a negotiation and lose money unnecessarily.
What to say instead of offering a discount?
Redirect the conversation to the essence, not the numbers.
Poor response: "Okay, I’ll give a ten percent discount." Good response: "What are you comparing it to? Let me explain what’s included in this price and why it is set that way." The first response gives away money without reason, while the second brings the conversation back to value and often resolves the question on its own.
When is a discount actually appropriate?
When someone genuinely doesn’t have that much money, not when they’re testing if you’ll concede. In this case, offer not a discount, but a cheaper option: a smaller volume, a basic version, or a different timeframe. This way, you maintain the price while still giving the person a way to say yes.
Frequently Asked Questions
What if the client is silent after hearing the price?
Silence isn’t rejection; it’s contemplation, so don’t leave them alone with the number. After a day, don’t ask "so, what did you decide?" Instead, reach out helpfully: ask if they have any questions or suggest a convenient time to talk. Often, the person just got distracted, and a gentle prompt to return to the conversation can revive a deal you thought was lost.
How to respond if a competitor is genuinely cheaper?
Don’t argue with their price; explain yours. State what’s included in your service and what the cheaper option lacks: guarantees, materials, timelines, experience. The client has the right to choose cheaper, but let them choose with an understanding of the difference, rather than thinking the services are the same and you’re just more expensive.
Should you state the price right away or wait?
State it, but not as a bare number. "350" sounds expensive in isolation, while "350, which includes this and that" is clearer. A price that immediately shows value is much less likely to elicit "too expensive." Hiding it and delaying is worse: the person will think you’re hiding something and may leave before the conversation even starts.
How to filter out those who truly find it too expensive?
Ask about the budget before the conversation, early in the process. When a person selects a price range among questions, they come to the chat already understanding the ballpark figures, and "too expensive" comes up much less often. This is how Mate works: the process filters out the random inquiries, and you spend time on those who are ready to pay.
Can you save responses for "too expensive"?
Yes, and it saves effort on busy days. Save a couple of calm phrases about value as quick replies in WhatsApp Business and send them with one tap. Just make sure the response doesn’t sound like a template: add the name and a detail specific to the person, or else the template will reveal itself and push them away.
