How do I explain my prices to customers who compare to mass-produced goods?
Focus on value: craftsmanship, durability, and the story behind handmade work.
The Narrative
The Empathy
You hear "I can get this cheaper online" and feel stuck. You want to defend your prices, but you also want to keep the interaction positive and respectful.
The Education
Mass-produced goods are priced for scale, not for craftsmanship. Handmade pricing reflects material quality, labor time, and the uniqueness of each piece. A helpful response connects the price to the outcome: "This is hand-finished, so each one takes about two hours," or "I use solid brass hardware so it lasts longer." The key is to explain the value without criticizing mass-produced items or the customer's preferences.
The Solution
Prepare a few simple scripts that highlight your differentiators: craftsmanship, durability, sourcing, or personalization. Pair them with visible cues (process photos, material samples, or a sign that mentions time invested). When customers understand what makes your work different, your price feels intentional instead of arbitrary.
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