It’s Not Your Job to Lower Your Fees to Help the Client Afford You
I constantly receive questions and complaints from my creative professional clients about what to do when a prospect claims, “I can’t afford your prices, but I want your services.” My clients are frustrated, because they are usually being told this while standing in a mansion-like home, furnished with top-of-the-line furniture, with a beautifully manicured lawn, and three luxury cars parked in a four-car garage.
How much your client can afford is relative to their values and beliefs of what is important. It is not your job to lower your price so the client can afford you. It is your job to help the client see the connections between their values and your services, regardless of how much money they’ve spent on other items.
In other words, don’t lower your price because the client says she can’t afford you.
What a client can and cannot afford is all relative. For example, I know a woman who enjoys eating out at expensive restaurants, though she claims she cannot afford to go on vacation every year. On the flip side, I know families who...