Don't Justify Your Prices. Do This Instead.
Video from The Futur. Watch on YouTube.
What you'll get
Chris Do of The Futur, a creative-business education company, says that when a prospect balks at your price you should stay calm, skip the defense, work out together what the client must have and what is only nice to have, and fit the scope to their budget. His examples are video and design work, but trading scope instead of cutting your price works for any service.
Do this week
For your most common job, list what the client must have and three extras you could add or drop, so the next time someone says it costs too much you can offer a smaller scope instead of a lower price.