How to respond when handyman client says price is too high!

hey you tool wielding Wizards Allan Lee here and we all know the importance of a fair price both for us the handyman and the client but let's face it when you hear your price is too high it really deflates everything out of our heart and our soul and we are going to equip you to communicate value and land that job with confidence so grab your tool belt of negotiation knoow and let's hop into it all right friends so first things first when we're talking about your pricing is too high we really need to dig into what does that mean what does your pricing is too high mean now I'll tell you from experience most of the time when people say your price is too high it's just an excuse there's a lot more stuff deeper down than your price is too high they're just saying your price is too high because they don't really know how to or they don't want to articulate the real reason so what you want to do to dig into exactly what's going on is ask open-ended questions you're going to want to ask open-ended questions like is it budget concerns or there featured comparisons that you just don't like or you don't quite understand or do you have hidden worries about the type of work that we're going to do or you're not quite sure what exactly we're going to do at the end of the day you want to remember that when you are talking to your client they are giving you valuable feedback this is the most valuable feedback that you can ever get because you're actually talking to someone that is your client and they're actually telling you what's going on what don't they like about your presentation it's most likely not the price the price is not the issue but there is some other underlying issue and most of the time it's they don't see the value in the price that you're are presenting to them in their mind they're kind of computing and calculating if you could see their computer is working and they're saying well you're charging me $10,000 to do this project but I don't think it's worth $10,000 I think I could get someone to do this same job for $5,000 it's just an instinctive thing that they feel in their gut that they could get someone to do it cheaper so with that you need to communicate value not just cost so you need to focus on the benefits what are the benefits of the people actually hiring you for that $10,000 Mark or whatever it is that you're charging them why would they want to hire you rather than just some Joe Schmo out there there on the street so some of the things that you can do when you're focusing on the benefits is focus on your experience focus on your knowhow focus on what you're bringing to the table focus on your testimonials maybe past jobs that you've done at people's houses that have turned out well maybe times when the jobs haven't turned out so well and how did you handle that what does it look like in a time of stress when they're dealing with your company these are all questions that are going through the client's head and when they're presented with that price the only thing that they know how to say is your price is a little bit too high so that they can get you to hang up the and they can actually think about what's going on in their head so when they say the price is too high it's really just to give them time to think and you want to help them think that's what you want to do you don't want to lose this conversation you want to keep the conversation going you want to pull more out of them what than what they're giving you want to help them process this right now on the spot so another huge thing you want to focus on when you're communicating value is focus on what differentiates you from other people I was talking to a realtor today and she was telling me about handymen that she have used in the past these these handyman don't have business license they don't have insurance they work for really cheap and I was basically explaining to her the difference between them and us at the end of the day you can hire these people they might do great work but if they don't have a business license and if they don't have insurance that's really putting the homeowner at risk and isn't a very smart move just to save some money you're putting yourself at a huge risk so what differentiates you you can mention your unique skills your warranties your testimonials other jobs that you've done you can show them pictures of similar projects that you've worked on in the past and when you're communicating value you can also focus on alternatives for the project that they're trying to get at if it really comes down to price and it's too expensive you can maybe break that price down for them and help them to understand and maybe work with them to get the specific job done in their budget so maybe they want 10 things done and it's going to Total to $10,000 well you can list out all the prices and say okay if your budget is $800 and by the way you're not going to know what their budget is unless you actually ask that so you need to have that communication with the client if you just take them for face value say the price is too high say okay I'm out of here call me if you ever need anything the conversation is done right there but if you take it a many steps further and figure out exactly what their budget is and say okay your budget is $800 how about we break these 10 items up and we do five of them now and five of them next month or eight of them now and two of them next month however they want to cut the pie to make it work within their schedule that really brings us into the art of negotiation and when you're talking about negotiation you want to be confident but you also want to be respectful so you want to know your worth but you want to avoid defensiveness another thing is you want to listen actively you want to actually hear what the client is saying and you want to acknowledge their concerns and then you want to come back with data you want to negotiate with data data is huge actually coming back and presenting data to the client is going to be super beneficial so that may be data with how much an actual job is actually costing you or how long a job actually takes you but this type of data is really going to help establish that value when you're talking to the client so remember at the end of the day you do not want to undervalue yourself undervaluing yourself devalues your whole company and just makes your situation worse you want to be confident and you want to stand firm in what you are charging and you don't want to lower that because there is value attached to that price you just need to show the client that value that you see and you know the value because you've worked with yourself you are yourself you just need to show that to the client and the next thing that you need to remember is there is absolutely nothing wrong with walking away gracefully if a job doesn't work out if a client continues to belittle you if they disrespect you or dishonor you and they don't value you as a person or a business there's absolutely nothing wrong with walking away and telling the client I'm sorry but I don't think this relationship is going to work out there's absolutely nothing wrong with walking away another huge thing to remember is be upfront with the cost from the start if you are upfront with the cost from the start what things are going to cost variables that might happen or you might encounter that's going to go a long way with establishing credibility with your clients transparency builds trust and reduces surprises which the clients like and then the next thing I want you to remember is get testimonials build that online resume this online resume of reviews is going to help your credibility when you're talking about pricing to this client but also to bring in new clients down the road and the last thing I want you to remember is invest in your online presence if you don't have an online presence right now a website Google my business Yelp account free Facebook business account you need to get plugged into those accounts because the more places that people find you online the better and the more credibility that that builds for your business if you're going to a client's house and you're charging them $10,000 to do whatever it is but they can't find your website that really diminishes your value so if you're going to charge a high price you better act that high price and you better give that value that matches that high price so remember navigating price objections is a NeverEnding battle and it's a skill that you're always going to be working on you're always going to be improving this skill just because you watch this video doesn't mean you're a pro right now but you know a whole lot more than you did 5 minutes ago so take the information that you've learned from this video and start applying it apply it a hundred times and you're still not going to be a pro continue to apply it and continue to learn every single day so you can grow and learn how to communicate effectively with clients and by understanding client concerns and highlighting value and negotiating with confidence you can most likely turn any situation into a positive experience and if you're interested in a detailed video that explains exactly how to charge and price for handyman jobs check out this video right here and thank you all so much for tuning in and we'll catch you on the next video

Channel: The Handyman Journey

Views: 4,257

Keywords: client says price is too high, when client says your price is too high, how to respond when handyman client says price is too high, Handyman client, handyman business, how to negotiate with a client, how to make client see your value as a handyman, price too high, how to talk to clients, handyman pricing, handyman customer, customer says my price is too high, how to respond to an angry client, pricing handyman jobs, price is too high objection, your price is too high response

Id: _-p0drHhM_I

Length: 7min 36sec (456 seconds)

Published: Mon Feb 26 2024