How to Handle "What's Your Price?" Like a Pro: Turning Objections Into Opportunities

If you're an entrepreneur, you've heard it before: you're in the middle of a great consultation, the vibe is good, and then it happens. The prospect leans in and asks, "So, what's the price?"

Cue the internal panic.

But what if I told you that "What's your price?" is rarely just about the money?

Let's unpack what clients are really asking and how you can respond in a way that builds trust, highlights your value, and ultimately, closes the deal.

Value Over Cost: The Real Question Behind "What's Your Price?"

When someone asks about your pricing, they're rarely focused solely on the number. More often, they're wondering:

What am I actually getting for this investment?

Is this going to solve my problem better than other options?

Why should I choose you?

This is your opportunity to shift the conversation from cost to value.

Clients want to feel confident that they're making the right choice. And that confidence comes from how well you articulate the transformation you offer.

A Script You Can Steal

Here's a universal script you can use the next time someone asks about price:

Client: So, what’s the price?

You: Great question! I'd love to make sure we're aligned on exactly what you're looking for first. Could you tell me a little more about your goals and what success looks like for you? That way, I can recommend the best option tailored to your needs.

Client: [Shares details]

You: Based on what you’ve described, I have a [service/product] that not only meets your needs but elevates the experience by [highlight your unique selling points]. Let’s talk about how we can make this happen.

This reframing helps clients feel seen and understood—and it gives you the perfect runway to showcase your true value.

Actionable Steps to Handle Pricing Conversations Like a Leader

1. Qualify First: Before quoting a price, dig deeper into their needs and expectations. Tailor your offer.

2. Educate on Value: Explain the unique elements of your process, service, or product. What makes your offer superior?

3. Set Clear Expectations: Paint a clear picture of what the client can expect. Timeline, deliverables, results.

4. Follow Up: After the conversation, send a recap email emphasizing the value discussed and outlining next steps.

5. Invite Feedback: After presenting your value and pricing, ask, "How does that sound to you?" This opens space for honest dialogue and reduces hidden objections.

Your Next Step: Master the Art of Client Conversations

Navigating the "What's the price?" question with clarity and confidence is what separates thriving entrepreneurs from those who constantly chase leads.

Use the scripts, mindset shifts, and action steps above to turn skeptical prospects into enthusiastic, loyal clients.