Response when client questions my fee


I am loving the under earning calls with Brooke and Aprille! I had a great initial call with a potential new client (I have a non-coaching business). At the end, I explain my fees, what it’s like to work together, and the next steps if we move forward. I’m a soft sell. My fees are $500/hour. What he wants done will take 2+ hours, so I quoted him $1000. This is the beginning and after this initial phase, we may continue to work together for additional fees.

He wrote me back saying he’d like to move forward. I sent him the invoice. A few days later he writes back, “We are just getting around to paying the invoice. I thought I heard $500. It sounds like I misunderstood. Can you give me the details again?” One more piece of context – he is a colleague of one of my best clients (who is not price-sensitive and does value what I do).

C Client writes “We are just getting around to paying the invoice. I thought I heard $500. It sounds like I misunderstood. Can you give me the details again?”
T Uh oh, he’s not the right client
F Doubt
A (The old me would have likely said “normally I charge $1000 but that’s ok I’ll charge you $500), come up with reasons why he’s not the right client – clearly too price-sensitive, doesn’t see the value in what I do, wonder if this is just the beginning of him questioning costs/fees and not seeing the value as we move forward
R ?

Intentional Model

C client writes “We are just getting around to paying the invoice. I thought I heard $500. It sounds like I misunderstood. Can you give me the details again?”
T This is a great opportunity to make sure he’s the right client for me
F confident
A Send him an email, point him to my website where my fees are listed, give a brief recap of the value I provide to him, stand firm on my pricing
? Mention that there are others in my industry that charge $1000/hour for lesser quality of a service
?Be low key saying something like “I understand I’m not the perfect fit for everyone and so just let me know if you think it’s a good fit for you.”
R I attract an ideal client or I repel (and I’m ok with that) the wrong client

Would love your thoughts on the above!

Thank you.