The Situation
Your prices need to go up. Costs increased, your value increased, or you were undercharging. Now you have to tell existing clients.
Why This Conversation Is Difficult
- Fear of losing clients
- Feels like you're being greedy
- Long-term clients might feel betrayed
- You might not feel confident in your value
Your Goals
- Communicate the change clearly and confidently
- Explain the value, not just the increase
- Give reasonable notice
- Handle objections without caving unnecessarily
Phrases That Work
"
I wanted to let you know about a change to my pricing starting [date].
"
This reflects [the value I provide / increased costs / market rates].
"
I've kept prices flat for [time period] and this adjustment reflects the current situation.
"
I value our relationship and want to give you plenty of notice.
Common Objections & How to Handle Them
"I can't afford that"
Explore options, but don't automatically discount
"Your competitor is cheaper"
Focus on value and results you deliver
"I've been a loyal customer"
Acknowledge it, consider modest loyalty adjustment if appropriate
Ready to Practice?
Try this conversation with an AI avatar. Get real-time feedback and build confidence.
Start Practicing This Scenario