[NTTP]

Pricing Pushback Responder

“Can you do it cheaper?” Paste the objection and pick a stance. Get a reply that holds your value.

Paste what they said about the price.

Optional

Optional. Your offer, the value, the relationship. If you're open to a goodwill gesture, say what it is here.

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What it produces

Real output from this tool, not a mock-up.

What went in

The pushback
We really like the proposal but 12k is more than we budgeted. We were thinking closer to 7 or 8. Is there any flexibility on the price?
Context
Website rebuild for a 4-site dental practice group. The 12k covers discovery, design, build, content migration for about 60 pages, and three months of support. I have room to reduce scope but not to just do the same work for 8k.
Your stance
Reduce the scope to fit the budget

What came back

Glad the proposal landed well. 12k reflects everything for all 60 pages across the four sites: discovery, design, build, migration, and three months of support after launch. At 7 to 8k I'd trim it down to fit, something like build and migration for your two highest-traffic locations first, with the other two following as a phase two once budget opens up, or we drop the post-launch support window and you handle basic edits yourselves. Either way it's real scope coming out, not the same work at a lower price. Want me to put together a phased version at that number so you can see what's in round one versus what waits?

When to use it

Use this when a prospect asks whether you can do it cheaper and you want an answer that holds your value without ending the conversation. You pick the stance first, which is the actual decision: hold the price, reduce the scope to fit their number, or make a one-off goodwill concession.

Common questions

What should I say when a client asks if I can do it cheaper?
Almost never yes at the same scope, because dropping the price on identical work tells them the first number was invented. The three honest answers are to hold the price and explain what it buys, to reduce the scope so the smaller number buys less, or to concede once for a stated reason. Pick the stance and the reply is built around it.
Which stance should I choose?
Hold when the price is right and the value case simply has not landed. Reduce scope when their budget is real and the work can genuinely be smaller, which is the most common honest answer. Goodwill when there is a specific reason worth naming, such as a first project or a long relationship, and you want it understood as an exception rather than your new rate.
Will it apologise for my prices?
No, and that is the point. It will not open with a hedge, offer a discount you did not ask it to, or treat the question as a complaint. Being asked about price is a normal part of buying, not a sign you have done something wrong.
What if they just cannot afford it?
Then reducing scope is the useful reply, and the response makes clear that a smaller number buys less work rather than the same work at a discount. That protects the relationship and your rate at the same time, and it often comes back as a phase two.

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