As a small business owner, you understand better than anyone how much effort and dedication goes into running your own business. Which is why one of the most frustrating questions to answer is: “Why do you cost so much?” As annoying as it is, we’ve got good news and even better news. First, let’s celebrate that someone is interested enough in your services to inquire. It might not sound like they’re all that interested, but if that were true, they wouldn’t have bothered reaching out. And even better, our foolproof method makes it easy to respond when clients think you’re too expensive—in fact, all you have to do is copy and paste our pre-written response.
Get our free email response guide
In collaboration with Galler.ee, the premier template shop for entrepreneurs, we created a free email response guide with a pre-written response for “why do you cost so much?” Download the guide below to get started.
Bonus: We also included pre-written email responses for four other common client questions/issues around pricing and payments—find them inside.
Make the response your own
Using our pre-written response as a guide, follow these three steps to respond when clients think you’re too expensive.
- Acknowledge the question. As challenging as this question is, it’s important not to despair. Your inquiry has demonstrated interest and intent—they’ve reached out with the hopes of getting something in return. Now is your chance to convert them into a client by acknowledging their question, instead of ignoring it altogether or getting defensive. They can always say no, but they can’t say yes if you don’t respond.
- Describe behind-the-scenes work. Chances are, if you’re getting this question, you’re an expert and master at your craft. Clients see your great work, but not all of the effort that goes into producing it, because you make everything appear so seamless. Take this opportunity to share the important, time-consuming ins and outs of the project that might otherwise go unnoticed. Think location scouting as a photographer or sourcing the perfect set of images as a web designer.
- Showcase your expertise. Now comes the proof in the pudding. Substantiate your craft-mastery by including links to glowing client reviews, portfolio examples, photo galleries, etc., and show your inquiry what sets you apart.
Templatize and track
Once you’ve crafted your response, turn it into a time-saving template you can use again and again with a business management system like HoneyBook. You just upload it once and can respond to inquiries with the click of a button. Plus, with HoneyBook, you can see all of your inquiries in one place, making it easy to see if you’ve responded or if they’d like to move forward or not. Tracking the stage of each and every inquiry allows you to optimize your follow-up, increasing your chances of turning them into paying clients.
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