Tired of clients saying “you’re too expensive”? That small phrase reveals more about them than you and it can wreck the start of a working relationship. In this quick read I explain why “we can’t afford that” feels different from “you’re too expensive,” how wording shapes outcomes, and what to do when a prospective client response tells you they won’t be the kind of client worth your time.
Listen to the podcast episode below, watch it on [Youtube), or scroll down for the summary!
Prefer to read it? Here are the main points!
In this bite-sized episode of The Freelancers Tea Break, we’re tackling one of the biggest freelance icks: when a client says, “You’re too expensive.” Emma shares a viral LinkedIn post exploring why that phrase hits differently, and how a simple shift in language can change the entire dynamic. It’s not about your rates being too high; it’s about whether they value your work.
The Story Behind the Post
Back in September, Emma shared a LinkedIn post about a phrase that instantly makes most freelancers cringe: “You’re too expensive.” It turned out she wasn’t alone, as the post quickly gained more than 20,000 views and over 80 comments from freelancers who felt exactly the same way.
The post came from Emma’s own experience and frustration with hearing that phrase. Not “We can’t afford you” or “It’s outside our budget,” but that blunt “You’re too expensive” a statement that feels far more personal than practical.
Why “You’re Too Expensive” Feels Like an Ick
When a client says “You’re too expensive,” it often feels like they’re saying you’re not worth it. It’s not just a rejection of your rate, it’s a rejection of your value.
But when someone says, “Unfortunately, we don’t have the budget for that,” it lands completely differently. It’s professional, respectful, and keeps the door open for future collaboration. It acknowledges that the issue is their budget, not your pricing.
That subtle language shift can change everything about how a freelancer feels and how they choose to respond.
A Small Language Tweak That Changes Everything
Most freelancers are far more open to helping a client who says, “We can’t afford that right now.” It shows honesty and respect, and might even lead to alternative solutions, such as:
Offering a smaller package that fits their budget
Pointing them to a helpful resource
Keeping the connection open for the future
But when someone says “You’re too expensive”? That conversation ends there. It’s dismissive, and it signals that the client doesn’t value your skills or your time.
It’s Not You, It’s Them
If you’ve ever received that message, remember: it’s not about you being “too expensive.” It’s about them not being able (or willing) to invest at that level.
Many freelancers in Emma’s comments admitted they’d later realised they were actually undercharging when they were told they were “too expensive.” That phrase says far more about the client’s budget, expectations, or mindset than about your worth.
And often, the clients who try to negotiate your rates down are the same ones who:
Expect extra work without paying for it (hello, scope creep)
Pay invoices late
Question your prices again and again
The best clients? They respect your expertise, appreciate your time, and understand that quality work deserves fair pay.
Remember This
The next time someone tells you you’re too expensive, take a deep breath and remind yourself: You’re not too expensive. They just can’t afford you and that’s not the same thing.
Keep your head high, stay firm in your rates, and save your time for clients who truly value your work.
Keep the Conversation Going
Have you ever had a client tell you that you’re “too expensive”? How did you handle it?
Join the discussion in The Freelance Lifestylers Facebook Group or on Discord – it’s a great place to share your experiences and get support from other freelancers who’ve been there.
You can also listen to the full episode of The Freelancer’s Tea Break wherever you get your podcasts, or explore more advice at freelancelifestyle.co.uk.
Because you’re not too expensive – you’re worth every penny.
Follow me on Instagram
Follow me on Bluesky
Email: hello@emmacossey.com
Come join us in the free Freelance Lifestylers Facebook group
Want more support? Check out the Freelance Lifestyle School courses and membership.
Join the Freelance Lifestyle Discord Community: https://discord.gg/RKYkReS5Cz
