What’s it for: Talking value not price
Who’s it for: Service providers
“In comparison to what?” Is a very useful question when you hear the comment, “you’re expensive”. The response provides you with valuable insight and the platform to demonstrate the value/impact you will you bring.
If the comparison is simply to someone doing something for themselves then of course a service provider is more expensive. You can now talk about the added value you bring; if however the response is a competitor then it gives you a useful benchmark and an opportunity to re-assess.
Whatever the case you can’t lose by asking the question and engaging in the conversation.