When a customer says 'That's too expensive,' what should you say next?

Ever gotten that message?

“I love your work… but your price is out of our budget.”

I remember how that used to sting when I first started freelancing — whether it was for voiceovers, music, or production. 

I was just excited someone wanted to work with me. So I’d second-guess everything:

“Am I charging too much? Am I scaring clients away?”

And yeah — sometimes you will lose work.

But the better question is:

What kind of work are you willing to lose?

Let me walk you through how I handle it today — calmly, clearly, and without compromising my value.

1. Stay Calm. Don’t Take It Personally.

When someone says I’m out of their budget, I don’t get defensive. I’ve learned to separate my worth from their wallet.

Instead, I usually say something like:

“I understand budgets vary. If anything changes in the future, feel free to reach out — I’d love to work with you when the timing is right.”

That response is polite, confident, and keeps the door open. And you’d be surprised — people do come back.

2. Stand Firm on Fair Pricing

If your price is fair — meaning it reflects your skill, time, and value — then you’ve done your part.

The other day, someone wanted a voiceover done for $20. I quoted $50. He said that was out of range. I let it go.

Sure, I could’ve done it in 15 minutes. But if I keep saying yes to underpaid work, I’ll never have the time or energy for the projects that actually move me forward.

3. Check Your Reaction

If it hurts to hear “you’re too expensive,” take a step back and ask yourself:

• Am I undercharging just to get a yes?

• Am I relying on clients to validate my rates?

• Do I believe in the value I bring?

Your pricing is a boundary, not a plea for approval. If they can’t meet it, that doesn’t mean you’re wrong — they’re just not your client right now.

4. Have a Fallback — But Don’t Always Offer It

Sometimes, I’ll offer a leaner version of the service: fewer revisions, no mixing, less script — something more affordable that still delivers value.

But I don’t discount just to land the gig. There’s a difference between being flexible and being walked over.

You’ll learn that fast in the creative space.

5. Saying No Creates Space

If I had said yes to every low-paying offer in the past five years, I’d still be doing grind work with zero time for sync, no space to grow my brand, and no creative freedom.

Saying no gives you room to say yes to the right things. Time for your own ideas. Energy for your best clients.

So when someone says I’m too expensive, I smile and say, “All good.” Because someone else will say yes — and they’ll be the right one.

When a Client Says, “I Love Your Work, But…” — Here’s What to Do

Final Thought

If you’re stuck in that tug-of-war between your rates and your confidence, reach out. I’ve been there.

And I promise — it gets easier when you stop chasing everyone, and start choosing the right ones.