Whether you’re new to negotiating with clients or need to brush up on your sales skills, it’s important to know how to respond when a client objects to your price. Creatives, too often, end up getting the short end of the stick and acquiescing to the client’s demands.
In this video, Chris role-plays a negotiation with a young designer, Sharif El Komi. Chris acts as Sharif, while Sharif plays the role of the client who doesn’t want to pay much for design work. The biggest lesson in this role-play is to embrace and pivot.
We’ll share a few other tips of how you can respond when clients say you’re too expensive.
Tip #1: Use Price Bracketing
Price bracketing, or price anchoring, is another way to give clients a range of how much you charge for a particular service. For example, if a potential client asks how much you charge for logos, you could say anywhere between $1,000 - $3,000.
The purpose of price bracketing is to give the client an idea of how much they’ll need to spend for your services. Rather than throw out a hard number in the beginning of the conversation, give them a range and boil the number down as you collect more information from the client.