Anybody who’s tried to do any kind of creative work for paying clients has come up against this at some point. I have, all the photographers I know have, I’m sure you have, if you’ve ever charged money for your photography. And if you haven’t, that means you’re too cheap. I’m talking about being told that you’re too expensive.
I have some of my own answers to this argument, but here’s a video from brand strategist Chris Do for The Futur. In it, he role plays himself talking to a client who’s trying to negotiate on price. For each statement and argument the client makes, Chris has a counter. During the video notes will pop up to explain the strategy he and the client are using during the conversation.