when a client says your price is too
high you say let's talk about pricing
and push back for a second because
there's nothing as demoralizing for a
new entrepreneur then when you come up
with a new business idea and you make a
list of people and you think it's gonna
crush then you start talking to
customers and right before you close the
deal a customer says your price is too
high in this video I want to talk about
three reasons why that happens and what
to say to get past that objection close
the deal and start making some more
sales hey I'm Alex Berman an
entrepreneur generated over ten million
dollars in sales for our customers and
currently run multiple businesses in the
software services real estate and
digital products space today let's talk
about what to say when a client says
your price is too high there are three
reasons why they might say that number
one is the client actually does not have
money for your service
I remember my initial business a long
long time ago was menu rewriting so
copywriting for restaurants I would go
into restaurants and rewrite their menus
for a fee I remember one time I went
into a restaurant to rewrite their menu
and I wanted to charge him $600 and he
talked to me down he said my price is
too high I didn't know what to do at the
time this was one of my first sales so I
asked him what he could pay and he said
$100 and I just said yes to it we've
generated millions of dollars in revenue
for our clients and ourselves just from
cold email the problem is if you've
tried cold email it's not as
straightforward or easy as it looks
we've put together the cold email
optimization checklist that we use
internally to make sure all our cold
emails are of the highest quality in a
very straightforward checklist format to
get it go over to email 10k comm slash
checklist but in retrospect I think that
was about all he could afford it was a
struggling pizza restaurant and the
reason why he wanted menu rewriting
services is because he wanted to boost
his business so this struggling pizza
restaurant maybe would have been able to
pay $600 at some point definitely would
not have been able to pay fifteen twenty
hundred thousand two hundred thousand
dollars for the same service which is
what we charge now for most of our
services
at least five figures and that comes
down to sometimes your clients don't
actually have any money and the solution
to that is work with different clients
if you're going after local businesses
and we did a whole video on why we don't
sell the local businesses anymore if
you're going after businesses that are
fighting every month with themselves
over two three hundred four hundred
dollars a month it's going to be very
tough for you to sell them in a way that
gets them to pay you however if you
start going after larger companies more
established businesses businesses even
that are only making five six million a
year let alone billion dollar brands
like we target with our marketing
company x27 or teach you how to do with
our course email 10k if you start going
after those type of businesses that can
afford you that first point becomes null
and void clients actually do have money
and then you can move on to step two so
number one is clients don't have money
number two the reason why they might be
saying your price is too high is clients
don't trust that you can deliver when I
was first selling content writing me and
Robert who's my co-founder over at X 27
and most of our businesses we've worked
together for half a decade now generated
tens of millions in sales and what me
and Robert started with is content
writing blog post writing for clients so
we would reach out I wanted to charge
$200 a blog post and I got a lot of
pushback clients telling me that I was
too expensive my price was too high and
the way that I got around it is I would
link them to a couple of the blog posts
that I did for the marketing agency and
I talked about the amount of leads that
were generated from the specific blog
posts so when a client would say your
price is too high I'm not paying 200
hours for a blog post I would say it's
not just a blog post this blog post will
generate actual business for you here is
a post that we did for X company name
that already generated 14 leads this
month I would love to do the same for
you and what that does is allows the
client to trust us more because they
have seen that we can do it before if a
client is saying you're too expensive
and it's because they don't trust you
the solution is to give them case
studies show them that you've done this
before and that you want to do it again
for them and that you
do it for them and once they trust that
you can actually deliver then they'll be
willing to pay whatever you're asking
for the third reason that clients are
saying your price is too high is clients
trust that you can deliver but it might
not be worth that price to them for
instance I used to charge a thousand
dollars an hour for cold email
consulting and this was part of an
experiment we were doing in incremental
price increases we started at 100 an
hour then we went to 250 an hour then
350 450 550 650 like increasing a price
By a one hundred dollar per hour every 30
days until it broke and it broke around
$1,000 an hour and the reason why that
is is it doesn't matter how successful
we were with the consulting when we
still have pages and pages of
testimonials of interesting clients we
actually still offer coaching at 2:20
coaching comm if you want to get on our
monthly coaching plan and start
accelerating your business check that
out 2:20 coaching.com limited to the
first 200 spots we've developed a
bulletproof discovery call script that
will help you close more sales than ever
before inside you'll find the exact
questions that have generated millions
of dollars for our company and our
clients and the strategies that have
helped us book calls with Fortune 500
companies to get the script go over to
email 10k comm slash discovery we hit a
hard cap at $1,000 an hour because
clients will only pay so much for cold
email consulting if we wanted to charge
more we had to add more to the package
and what we ended up actually doing is
changing the package to something
clients will get more value from selling
fractions of an hour instead of a
complete hour because I'm ended up
cutting the calls up anyway and
restructuring the deal so if a client
trusts that you can deliver to the point
where they're willing to pay you but
they still don't value the work pay
you're offering at the level that you're
charging for then it's time to either
lower your price to something that the
market wants something that clients are
willing to pay for or add more to your
offer to increase the value shoving the
same offer down people's throats without
changing a single thing when the market
is clearly telling you we're interested
but it needs to be a little cheaper and
multiple people that are qualified that
can pay you and that find value in what
you're offering in that trust you to
deliver if they're all telling you that
you need to discharge a
less then that's the time to either
charge less or add more to the package
to make it more valuable to them so
that's that the client says your price
is too high for a couple reasons to
recap its clients actually have no money
clients don't trust you can deliver or a
client trust you can deliver but it's
not worth that price let me know down in
the comments what are your experiences
with clients telling you that you're too
expensive we'd love to get a
conversation going feel free to like
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out if you want more videos like this
thanks for watching I'm Alex Berman