How to Handle Price Objections Without Undervaluing Yourself

"That's more than I expected." You've heard it before. Your first instinct might be to drop the price, but that's not always the right move. Here's how to handle price objections professionally—and when it's actually okay to say no.

As a mobile vendor, your pricing reflects not just the service you provide on the day, but years of experience, equipment investment, insurance, travel costs, and the countless hours spent perfecting your craft. When a potential client pushes back on price, it can feel personal. But with the right approach, you can turn these conversations into opportunities to demonstrate your value.

Understanding Why Clients Object to Price

Before responding to a price objection, it helps to understand where it's coming from. Most objections fall into three categories:

• Budget constraints: They genuinely can't afford your full service but want to work with you.
• Comparison shopping: They've seen lower quotes elsewhere and want to understand the difference.
• Testing the waters: Some clients simply ask for discounts as a matter of course—doesn't hurt to try, right?

Your response should differ based on which type you're dealing with. Let's look at scripts that work for each scenario.

Scripts for Common Price Objections

"That's more than we budgeted for"

This is often genuine. Rather than immediately discounting, try:

"I completely understand—budgets are important to stick to. Could you share what you had in mind? I might be able to suggest a package that works better for your budget whilst still giving you a fantastic experience."

This opens dialogue without devaluing your service. You're offering to find a solution, not simply capitulating.

"We've had lower quotes from other vendors"

This is your chance to differentiate:

"That's fair—there's definitely a range in the market. What I can tell you is that my quote includes [specific inclusions: premium ingredients, backup equipment, full public liability insurance, X years of experience]. Would it help if I walked you through exactly what's included?"

Never badmouth competitors. Instead, focus on what makes your offering worth the investment.

"Can you do anything on the price?"

The classic negotiation opener. Stand firm with grace:

"My pricing reflects the quality and reliability I bring to every event. I don't offer discounts as such, but I'm always happy to discuss the package to make sure it's right for your needs."

When to Offer Alternatives

Sometimes meeting in the middle makes good business sense. Consider offering alternatives when:

• It's a quiet period: A booking at 80% of your usual rate during a slow month beats no booking at all.
• There's long-term potential: A corporate client might book you quarterly if the first event goes well.
• The exposure is genuine: Be cautious here, but some events genuinely do lead to multiple bookings.
• You can reduce scope: Fewer hours, simpler menu, or a smaller setup can justify a lower price without discounting your actual rate.

The key is to always change the offering when you change the price. Never simply reduce your fee for the same service—this tells clients your original price wasn't honest.

When to Stand Firm

Your prices exist for a reason. Stand firm when:

• You're already busy: If you're booking well at your current rates, there's no reason to discount.
• The client is demanding: High-maintenance clients who haggle aggressively often cause more stress than they're worth.
• It would set a precedent: Word travels. If you discount for one client in a community, others will expect the same.
• Your costs don't allow it: Know your minimum viable rate and never go below it.

When to Walk Away

Sometimes the kindest thing—for both parties—is to decline. Consider walking away when:

• The gap is too large: If their budget is half your rate, no amount of negotiation will bridge that.
• Red flags appear: Excessive haggling often predicts difficult clients. Trust your instincts.
• It compromises your brand: Working below your standard can affect how you're perceived in the market.

A graceful exit preserves the relationship for the future:

"I really appreciate you considering me for your event. Unfortunately, I'm not able to meet that budget whilst delivering the quality I'm known for. I'd be happy to recommend some colleagues who might be a better fit, and please do keep me in mind for future events."

Building Long-Term Pricing Confidence

The more confident you are in your value, the easier these conversations become. Build that confidence by:

• Collecting testimonials and reviews after every event
• Documenting your costs so you can speak to them specifically
• Tracking your conversion rate—if everyone says yes, you might be too cheap
• Investing in your skills and equipment to justify premium pricing

Remember: the right clients will value what you offer. Price objections aren't rejections—they're invitations to demonstrate why you're worth every penny.