How do you handle customers who say “It’s too expensive”?
A calm, confident response can keep the conversation open without discounting your work.
The Narrative
The Empathy
When someone says, “That's too expensive,” it can feel like they are judging your work. You don't want to argue, but you also don't want to cave and discount on the spot. The moment is awkward, especially when other shoppers are listening.
The Education
Objections are often about context, not price. A helpful response shares the value story and offers options without apologizing. Try scripts like: “I totally get it—each piece takes about three hours to make,” or “I price these based on the materials and the time it takes to hand finish them.” If the buyer still hesitates, steer them to an entry item: “If you're looking for something smaller, these are a great option.” The goal is to keep your price intact while giving them a path to say yes.
The Solution
Practice two or three short responses you can use consistently. Keep them positive and factual, and avoid discounting in the moment. Pair your scripts with signage that communicates value (materials, time, or purpose) so the explanation is reinforced visually. When you handle objections with calm clarity, you protect your pricing and build trust with the customers who are the right fit.
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