22/09/2026
Someone tells you that you are too expensive. What do you do next?
Most people knock money off. I think that is the wrong reflex, and it is an expensive one.
Here is what I see over and over. "Too expensive" is two completely different sentences wearing the same coat.
Sometimes it means exactly what it says. The money is not there. No amount of clever copy conjures up a budget that does not exist, so respect it and move on. That was never a sale to lose.
The other one sounds identical and is nothing like it. They can afford you. They are not sure you are the right call. That is not a price problem. That is a risk problem, and a discount does nothing to it at all. You have made yourself cheaper and just as uncertain.
So ask. "What is making you unsure?" Four words. Then stop talking and let them answer.
Then go and answer the actual thing.
Selling a thing? Show the size, show how it works, show what turns up in the box. Most of the doubt is someone trying to picture it on their own desk.
Selling your time? Show what happens after they say yes. The first week, who they deal with, what you need from them, when they see something. Silence after a yes is where the nerves live.
And if you offer a call, say what it is. Fifteen minutes, what you will cover, whether it costs anything. "Book a call" makes people imagine the worst possible version of that call.
Before you drop your price, four questions. Is it out of their budget? Is it clear what they get? What are they unsure about? What would help them decide?
Three of those are free to fix.
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