Christina Hall (YouTube video) advises service providers that price objections usually stem from poor brand perception and messaging rather than actual cost. She argues services require premium positioning, professional brand design, targeted brand strategy, and websites that funnel the right audience so clients perceive value and accept higher prices.
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If you're a service provider and the biggest issue you have is that people tell you you're too expensive or they can't afford you, the problem is not that you're too expensive, you're not. The problem is you're letting your work speak for itself and you're not connecting the dots for people who don't understand how your services could actually change their lives. You don't know how to speak to your target audience, and you don't appear to be premium enough to be worth what you're asking. Your brand perception is not matching your premium pricing or the pricing that you want to be asking. Services are not tangible products. You cannot let people touch it and feel it. You can't let them smell it, feel the weight of it, see if it's going to fit in their space. Right. It doesn't work that way. Online services need premium positioning and a strategy to attract people to it. And you have to look worth what you're asking. You get that with professional brand design, a brand strategy that's built to attract your ideal target audience, not just anybody. Because when you attract just anybody who could be using your services, you attract people who are going to fight your prices. And a website built to funnel your audience through.