17/09/2025
Client: "Another designer said he can do it for $500. Why should I pay you $5000?"
Here is an answer:
Chris Voss discussed this in his new lecture delivered in June at LinkedIn event. Here’s how 👇👇
Chris Voss–style roleplay dialogue you can use and adapt in this situation
❌ Client: Another designer said he can do it for $500. Why should I pay you $5000?
✅ You (Mirror & Label):
It sounds like the price difference feels really significant.
❌ Client: Exactly. It’s ten times more.
✅ You (Tactical Empathy):
Of course. Anyone in your shoes would want to know why they should spend more when there’s a cheaper option.
❌ Client: Right.
✅ You (Calibrated Question):
How do you see the $500 designer solving the same problems we’ve been discussing?
❌ Client: Well… I’m not sure. He just said he can design it quickly.
✅ You (Reframe & Tactical Empathy):
So speed is important, but it also sounds like you’re concerned about getting it done right, not just fast.
❌ Client: True. If it’s not right, we’d lose more time.
✅ You (Reframe with Consequence):
That’s exactly what worries me. If the $500 work doesn’t meet the standard you need, you could end up paying twice. Once for them, and once again to fix it. That’s not really saving money, is it?
❌ Client: Hmm. I see your point.
✅ You (Calibrated Close):
How important is it to you that this project not only gets delivered, but actually drives the results you told me matter most?”
❌ Client: Very important.
✅ You (Anchor on Value, not Price)
That’s what my work is built around, ensuring you don’t just have a design, but a design that achieves the business outcome you need. That’s why clients who invest with me don’t look at it as a cost. They see it as insurance that the result won’t fail.
