Why Clients Say You’re “Too Expensive” (And How to Fix It)
Grab my one-page sales framework: https://resources.mattessam.co.uk/salesframeworkIf you’re stuck charging $3K–$10K per project and feel like you can’t raise your prices without losing clients, this video is for you.
You’ve built a solid reputation. You’ve got good clients and a strong portfolio. From the outside, it looks like things are going well.
But behind the scenes, you’re frustrated.
Every time a client asks for your rate, you feel pressure to keep it low—and you’re tired of being compared to cheaper options.
In this video, I’ll show you why this keeps happening and how to use a simple psychological principle called anchoring to finally charge what you’re worth.
In this video, I cover:
— Why clients think your price is “expensive” (and how to reframe it)
— What anchoring is and how to use it in sales conversations
— The key questions to ask clients that shift the focus from cost to value
— How my clients went from $8K to $16K projects in weeks using this strategy
Want help applying this in your business?
Get your free growth plan here: https://resources.mattessam.co.uk/
Connect with me on LinkedIn: https://www.linkedin.com/in/mattessam/
Apply for 1:1 coaching: https://resources.mattessam.co.uk/creative-life-accelerator
⏱️ Timestamps
0:00 – Why creatives undercharge
0:28 – The power of anchoring
1:00 – Who this works for
1:16 – Why clients think your price is expensive
2:47 – Controlling client reference points
3:18 – Losing before the sales call even starts
4:40 – Anchoring explained
5:00 – Using anchoring in sales conversations
7:17 – Case study: Alessandro doubles his rates
8:22 – Questions to ask clients
10:07 – Anchoring principle simplified
11:02 – How to handle client pushback
12:22 – What to do when clients don’t know their numbers
13:06 – Shifting to solving big problems
13:54 – Final advice & who you should be working with
14:13 – Outro
https://resources.mattessam.co.uk/creative-life-accelerator
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