The answer I gave Joe was not what he was expecting. I said. "You don't!" Then I expounded on a mindset and concept of being proud of your prices. Your price is non-negotiable. You have built a cleaning service that has a value to clients. Your price reflects what that value is worth. Don't negotiate it. Don't explain it. Don't discount it. Your price is your price.
In the video, I used an analogy of shopping for wireless earbuds. Do you ever pick up a pair of earbuds from the shelf, see the price, turn the box around, and call the manufacturer. "Yes, I'm looking at your earbuds in the store and I'd like to know why it's $60." They would probably go blank, hang up, or say "because that's what it costs."
Why are you EVER explaining your prices to clients when they treat you the same way? In this video, I give you a few tips on how to respond and how to use the powerful tool call optioning to give customers more chances to hire you. This one tool has been a huge tool for me in my solo cleaning business over the years and it will be for you too. Thank you Joe for asking this question!