Handling Objections: 15 Responses to "That's Too Expensive"

"That's too expensive." – Five words that make freelancers and IT consultants sweat. But objections aren't rejections. They're signs of interest.

A client who isn't interested just says "No thanks" and hangs up. A client with objections wants to buy – they just need the final push.

In this guide, you'll learn how to handle the most common objections and turn them into contracts.

Why Objections Are Good

Objections mean:

• The client read your proposal
• They're actively thinking about the decision
• They're giving you a chance to convince them
• They probably have a real problem they want solved

The worst client? The one who says "I'll get back to you" and then ghosts. Objections are better than silence.

The Psychology Behind Objections

Most objections aren't the real problem. They're a protective reaction:

What the client says	What they often mean
"Too expensive"	"I don't understand the value"
"No time"	"Not a priority"
"Need to think about it"	"I'm unsure"
"We'll do it internally"	"I want to keep control"
"We already have someone"	"Convince me to switch"

Your job: Find and solve the real problem.

The 15 Most Common Objections – And How to Respond

1. "That's too expensive"

Wrong: "I can give you 10% off."

Right: "I understand. May I ask – too expensive compared to what?"

Then listen. Often the client is comparing apples to oranges (offshore developers, junior freelancers, or they simply have no idea of market prices).

Alternative response:

"I understand. Let's do the math: The manual solution currently costs you about $2,000 per month in labor. My project costs $15,000 but saves you half that time from month 1. After 15 months, you've got your investment back – after that, it's pure profit."

2. "We don't have budget"

Right: "I understand. Is the project not budgeted at all, or is the current budget not enough for this scope?"

Often there is budget – just not enough for everything. Then you can:

• Reduce scope
• Split into phases
• Push part to next quarter

"What would be possible? Then we can see how to structure the project so you can start right away."

3. "I need to discuss this with my boss"

Right: "Of course. What questions do you think your boss will have?"

This tells you the real decision criteria. And you can prepare answers.

Follow-up:

"Should I send you a summary you can forward directly? With the key points for the decision?"

4. "I need to think about it"

Right: "Absolutely, it's an important decision. What exactly is still on your mind?"

Usually there's a specific point making the client hesitate. Find it.

Alternative:

"I understand. Is there anything I can clarify so you can make a good decision?"

5. "We already have a provider"

Right: "That's good – so you know what matters. How satisfied are you with the current relationship?"

This isn't about badmouthing the other provider. It's about finding what's missing.

"If you could change one thing about the current situation – what would it be?"

6. "We'll do it internally"

Right: "I understand. Does your team have capacity right now, or is the project piling up on the todo list?"

Internal teams are often overloaded. Your advantage: You're available immediately and bring expertise.

"I understand wanting to keep it internal. But honestly – when would the project realistically start? And what is that delay costing you?"

7. "The project isn't a priority"

Right: "What is a priority right now?"

When you understand what matters to the client, you can align your offer accordingly.

"Interesting. And when [current problem] is solved – would that be a good time to talk about [your project]?"

8. "Just send me some materials"

Right: "Happy to. What exactly would help you in your decision?"

"Materials" is often a polite rejection. But when you ask what the client specifically needs, you'll see if there's real interest.

9. "Other providers are cheaper"

Right: "That may be true. What exactly are the others offering?"

Often the cheaper provider is also less capable, less experienced, or offers less scope.

"I can't compare my price to a provider whose services I don't know. What I can tell you: With me you get [specific value]. There's a reason for that."

10. "That takes too long"

Right: "What would be an acceptable timeframe?"

Then you can see:

• Can you add more resources?
• Can scope be reduced?
• Can you deliver in phases (MVP first)?

11. "We have other problems right now"

Right: "I understand. What problems are you dealing with most right now?"

Maybe you can help with those problems. Or find a way your project eases the other problems.

12. "Can you guarantee that?"

Right: "What exactly do you mean by guarantee?"

Then be honest:

"I can't guarantee [impossible outcome]. What I can guarantee: I bring 7 years of experience, have done this on 12 similar projects, and I stand behind my work. If something isn't right, we'll fix it."

13. "We can solve this with a tool"

Right: "Which tool are you looking at?"

Often the tool is only half the solution. Someone needs to implement, configure, and get it running.

"Tools are great when used right. The question is: Who does the implementation, migration, and training? The tool alone doesn't solve the problem."

14. "I'll call you back"

Right: "Great. When works best for you – should I call Thursday or Friday?"

You give the client a soft deadline and keep control of the next step.

15. "Your proposal looks the same as the others"

Right: "Then I haven't done my job well. What would make the difference for you?"

And then deliver exactly that – or explain why your approach is still better.

The 3 Golden Rules of Objection Handling

Rule 1: Never Justify

"I'm expensive because I'm good" sounds defensive. Instead: Ask questions and show value.

Rule 2: Acknowledge the Objection

"I understand" or "Good point" removes tension. The client feels heard, not attacked.

Rule 3: Ask Instead of Argue

Every question gives you information. Every argument feels like sales pressure. Ask more, argue less.

The Best Objection Handling? None at All.

The truly best strategy: Prevent objections before they arise.

How?

• Clear proposal: Client instantly understands what they get
• Value before price: Show the benefit first, then name the price
• References: Show that others trust you
• Professionalism: A clean proposal builds trust

A proposal that clearly communicates value leads to fewer price discussions. The client understands why they're paying – and says yes faster.

With SimpleProposals, you create proposals that convince. Structured, professional, with clear focus on client benefits. Fewer objections, more deals.

Start creating proposals that sell

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Summary

• Objections are buying signals, not rejections
• The real problem often lies behind the spoken objection
• Ask questions instead of arguing
• Show value instead of defending price
• Professional proposals prevent many objections in the first place

The best way to handle "That's too expensive"? A proposal where the client sees the value immediately.