How to Respond When Someone Says They Can’t Afford Your Rates
Have you ever felt anxious talking about pricing with potential clients? It can be awkward but selling yourself short can quickly lead to feelings of burnout and resentment.
The first time I was asked to work on a web design for a business owner in the coaching world I totally froze. I had no idea what to offer and I knew I needed the experience. I Googled what a typical web designer charged per hour and cut that rate in half, knowing I was a beginner.
My sweet, sweet client responded with “I am actually going to try to rebuild my site myself. And by the way, I think you are seriously under-charging?”
I was so grateful for her honesty but also felt embarrassed for low-balling myself, knowing if she had accepted that rate I would have been designing a website for less than $20/hour. Crazy to think about when most web designers are charging thousands per project!
So what should you do if you run into a client who says they can’t afford your rates? Don’t be like me! Here are some ways to respond to clients who may say they can’t afford your rates.
“This package is out of your price range but is there something we can cut out so that I can provide the service within your budget?” Offer the customer some flexibility by taking some services out, especially ones they can do themself.
“I can understand paying this amount upfront is a huge expense. Would you be interested in making 6 monthly payments instead?” If you are flexible on when you get paid for your work, you can offer to pay in smaller increments vs. one big lump sum which may be more appealing to some clients.
“I’m sorry. I just can’t lower my price because of the amount of value I offer.” Keep it simple and explain the value they are getting with your service at that price point. Simply state you can’t budge on the price because of the amount of time and energy you are putting into it. You can also state that it wouldn’t be fair to other clients to adjust your rates which shows that other people are willing to pay the price.
“I can’t offer that service at a lower rate but if you are interest in some free resources to help you get started, check out my blog post!” or “here is another service provider who does great work who may be in your budget.” If you have someone you can refer them to who is at a lower cost-point, refer them out! Or better yet, if you have a free resource that might help them send it their way. This keeps the relationship open while still helping them out.
If there is true value in your work, pick a price point that is reasonable TO YOU and stand firm in that decision. You are the one with the knowledge and expertise. You are the one putting in your time and energy into a project so make it worth your while.
If you’d like more information about my services and pricing, check out my Service page.