How to negotiate rates without losing customers

“It’s a little expensive … what can we do?” – How do you answer? If you’ve ever been to a negotiation where You heard your rate questionedYou know how uncomfortable it can be.

But let’s change the perspective: When a customer tells you that he is expensive, what does he really want?

❌ Do you want to pay less? – Not always.
❌ Do you want to see that he is doing a good deal? – Most of the time, yes!

📌 The problem is not your rate. The problem is the perception of value.

Why are you falling the price? Because you haven’t structured the negotiation well.

A common mistake that the accountants commit is that Insert the negotiation without a clear strategy.

💡 What happens if shops without strategy:

❌ Start from a lower price, “do not scare the customer”.
❌ Customers feel insecurity and require discounts.
❌ Work more than what you have estimated, but without being paid.

📌 What do you have to do? To create clarity and impose clear limits.

The “object insulation method”: how to negotiate without reducing the price

When a customer says “It’s too expensive!”, He doesn’t answer immediately. Ask this question:

💬 “If the price was not a problem, would you sign the contract now?”

If you answer “yes”, then you know The value has not been clearly explained. It is time to show him what he receives.

If “no” replies, then there is another problem (trust, timing, etc.) and the price It is not the real problem.

📌 The strategy is to clarify what the customer really wants. If the problem is the price, clearly show it the difference in value. If the problem is different, solve that obstacle before discussing money.

🎥 See now the episode and learn to negotiate rates without reducing the price!

👉 Click here AND uPerform the webinar now!

(By the way, if you think that small rates affect your balance between professional and personal life, see also Inspirational interview on the accounting balance-entrepreneur. But today we focus on negotiation!)

Episode themes 4

✅ Prepare the responses to common objections: Think of the last 3 negotiations in which the price was a problem.

-What what the customers told you?

– What did you answer?

– What could you say better?

Conclusion

In conclusion, when a customer says, “It’s a little expensive… what can we do?” it’s important to approach the situation with a shift in perspective. Rather than immediately feeling defensive or pressured to lower your rate, consider what the customer is truly asking for. Often, this statement reflects a desire for reassurance or a deeper understanding of the value they’re receiving in exchange for the price they’re paying. What they really want is to be confident that the service is worth the investment and that it will deliver tangible benefits.

Instead of automatically offering a discount, take the opportunity to explain the value of your work in greater detail. Highlight the specific ways your service addresses the client’s pain points, offers unique expertise, and produces results that justify the price. For example, explain how your thorough accounting process prevents costly errors, ensures compliance, or leads to smarter financial decisions that ultimately save the client more money in the long run.

Additionally, consider offering alternative solutions that align with their budget while still maintaining the integrity of your pricing. Perhaps you can adjust the scope of services or offer different packages based on their needs, ensuring that the client still receives high-quality service without compromising your value. This allows you to maintain your pricing structure while being flexible and accommodating.

Ultimately, when a client questions your rate, it’s a chance to reinforce the value you provide. By showing how your expertise directly impacts their business success, you build trust and ensure that the customer understands why your services are worth the investment. By focusing on value and keeping the conversation centered on results, you can turn the negotiation into an opportunity for both parties to agree on a fair, mutually beneficial arrangement.