Don't Justify Your Prices. Do This Instead. | Summary and Q&A

January 20, 1970
The Futur
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Don't Justify Your Prices. Do This Instead.


Learn two strategies to overcome anxiety when clients question your prices and negotiate a deal that benefits both parties.

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Key Insights

  • 👨‍💼 An emotional reaction to client questions about pricing is normal, but it's essential to remain objective and separate personal worth from business negotiations.
  • 🥳 When both parties are interested in working together, negotiating a deal becomes more feasible.
  • 🍧 Focus on understanding the client's must-haves and finding a compromise that aligns with their budget.
  • 🎁 Don't feel pressured to justify your prices; instead, present them confidently and concentrate on clients who value your worth.
  • 🥺 Viewing pricing discussions as a negotiation can help alleviate anxiety and lead to mutually beneficial outcomes.
  • ⁉️ Remember that not all questions about pricing are legitimate; some may be unnecessary or disrespectful.
  • 🫡 Building healthy relationships with clients requires equal respect and avoiding a higher ground mentality.


you're probably feeling a lot of anxiety when you have to justify your prices I'm going to give you two different strategies that you can apply today so this becomes an issue of the past have you ever been in a position where a client who's interested in working with you and that you're also mutually interested in working with has asked you this ve... Read More

Questions & Answers

Q: How should I handle a client who questions the cost of my services?

The key is to remain objective and understand that pricing is not a reflection of your self-worth. Approach the conversation with a mindset of negotiation and focus on finding a solution that works for both parties.

Q: What if the client insists on a lower price?

If the client is interested in working with you, emphasize the mutual benefit and propose a creative solution that meets their must-haves. Prioritize the essential elements and find a compromise that fits their budget.

Q: How can I navigate the negotiation process effectively?

Start by identifying the client's must-haves and discuss how those can be delivered within their budget. Then, explore the nice-to-haves and provide expert advice on which options will yield the best results based on their objectives and budget constraints.

Q: Is it necessary to justify my prices to clients?

It is not necessary to justify your prices. Pricing is a result of careful calculations considering various factors such as overhead, profit margin, and expertise. Present your price confidently and focus on finding clients who appreciate the value you provide.

Summary & Key Takeaways

  • The content discusses the common anxiety of justifying prices to clients and offers two strategies to overcome this challenge.

  • The first strategy is to remain objective and understand that pricing is a negotiation, separate from personal worth.

  • The second strategy is to focus on the client's must-haves first, then discuss the nice-to-haves and find a creative solution that fits their budget.

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