I’ve realized there are really only two ways to see a lowball: either we failed to explain the value, or the person is just a price shopper.
I’m moving away from justifying my prices altogether. I think when you spend too much time justifying your rate, it actually takes away your power and makes it look like the price is up for negotiation. If a client tells me they can get it done cheaper elsewhere, I like to flip the question and ask: 'Why do you think that competitor is cheaper?' Often, they’ll end up explaining the difference in quality or service to themselves.
I focus on establishing authority in my field and providing lasting results. My prices are higher because the value is higher. By lowering your price just because they asked, you're immediately reducing the value of your service in their eyes.
