"You're too expensive" — how to respond as a landscaper

"You're too expensive" is rarely a factual statement. It's almost always a signal of something else. Your job isn't to defend the price — it's to uncover the real objection. Ask first: "What makes it too expensive for you?" The answer tells you which of three situations you're in: competitor comparison, unexpected price, or doubt about value.

The three responses

Competitor comparison: "Does the other quote include the same materials, guarantee, and experienced team?" There are almost always differences. Walk through them.

Unexpected price: "What were you expecting?" Then walk through the quote line by line in plain language. Clients who understand why something costs what it costs accept the price more readily.

Doubt about value: "It sounds like you're questioning whether the project is worth it, not our price — is that right?" Let them calculate the value themselves. Ask: "If you use this garden every summer afternoon, what is that worth to you?"

The one situation where a discount makes sense

Upsell with a concession: "If you decide to include the front garden, I'll include the five trees at no extra cost — that saves you €800." Never reduce the total percentage directly. That signals your price was arbitrary and opens the door to more negotiation.