You’ve sent your proposal. You know the price is fair for the value you provide. But then it happens:
Why are you so expensive?
If that question has ever thrown you off balance or made you second-guess yourself, you’re not alone.
In Kenya’s fast-moving hustle culture, where affordability often matters more than quality, many freelancers and small businesses feel pressure to cut their prices just to secure a deal. But lowering your price isn’t always the right choice.
In this article, you’ll learn how to respond to a client asking why your prices are high. This includes smart replies, value-focused strategies, and mindset shifts to help you express your worth with confidence.
1. Don’t Take It Personally
Hearing that your service is “too expensive” can hurt, but it doesn’t necessarily reflect your skills or value.
Clients might say this because:
- They’ve found cheaper options.
- They didn’t budget well.
- They don’t fully understand what your service includes.
Stay calm and professional.
Example response:
Thanks for your feedback. Can I ask what budget you had in mind? That’ll help me explain the value I’m providing more clearly.
This invites a constructive conversation instead of turning it into a pricing debate.
2. Uncover the Real Objection
When a client says, “You’re expensive,” they might really mean:
- “I don’t see why this costs that much.”
- “Someone else offered a lower price.”
- “I didn’t expect it to be this high.”
Your goal isn’t to justify yourself; it’s to clarify the value and address hidden concerns.
Pro tip: Ask follow-up questions like:
- “Are you comparing this with another quote?”
- “Do you feel something’s missing from the offer?”
These questions foster collaboration rather than conflict.
3. Emphasize Value Over Price
Price is just a number. Value is what people remember.
Instead of defending your price, discuss:
- The outcome you help them achieve.
- The care and process you bring.
- Your experience, consistency, and reliability.
- What’s included that others might overlook.
Example response:
My pricing reflects the strategy, planning, and results I offer. For example, I don’t just build a website; I help you create a platform that loads quickly, builds trust, and attracts new customers
If you have results, share them. If you don’t, clearly explain what’s included and how it resolves their issue.
4. Use Examples & Analogies
Sometimes it’s easier to explain your value through relatable stories.
Analogy 1 — boda vs. car:
“It’s like buying a boda versus buying a car. Both get you from point A to point B, but one exposes you to the cold and risks and the other offers comfort and reliability.”
This example helps clients see the cost versus benefit in familiar terms.
5. Walk Away Gracefully (If Needed)
Not every client is the right fit — and that’s fine.
Sometimes, the budget simply doesn’t match. In those situations, it’s better to step back than diminish your worth.
What to say:
I understand if this doesn’t fit your budget right now. I’d rather we both feel confident about the match. If your needs change, I’d be glad to reconnect.
This shows confidence, not arrogance, and keeps the door open for future opportunities.
6. Bonus: What to Say in Your Pricing Page or Proposals
Sometimes it helps to address the “expensive” question before the client even asks.
Add a line in your proposal or website like:
“You may find cheaper options, but you won’t find the same level of care, quality, and long-term results. My focus is on doing it right, not just getting it done”
This positions your pricing as intentional, not random.
Conclusion
When a client asks, “Why are you expensive?” view it as an opportunity, not an insult.
It’s your chance to:
- Communicate your unique value.
- Show your professionalism.
- Protect your worth as a business.
And remember, you don’t need to win every client — just the right ones.
Ever had to defend your pricing?
Share your story in the comments below — let’s learn from each other.