What to Do When Customers Say “You’re Too Expensive”

Don't assume what 'too expensive' means; ask clarifying questions to understand if it's about price, payment, or perceived value.

The contractor is the primary component of the value equation; if customers don't trust or like you, the sale will likely fail, often manifesting as a price objection.

Build trust and rapport quickly by showing genuine interest in customers' lives and demonstrating an understanding of their likely problems or pain points.

Avoid getting emotional or defensive when a customer says 'too expensive'; instead, ask open-ended questions like 'Why do you say that?' to uncover the true objection.

Offer good, better, best options instead of a single quote; this allows customers to choose a solution that fits their budget and perceived value, often landing on the middle option.

Equip the customer who is present to 'sell' the service to their absent spouse by ensuring they fully understand the product/service and its benefits.

Focus on selling the 'dream' or the positive outcome and benefits of your service, rather than the technical process or materials, to resonate more deeply with customers.