Price Negotiations - The scripts (Start Here)
Price conversations can feel stressful.
Your chest tightens.
Your mind races.
You don't want to lose the job.
Here's the phrase that changes everything:
"If you can't afford it, that's okay. We can adjust the scope."
This script works because it's calm.
It's not judgmental.
It gives the client emotional space.
And it reveals their true intention in seconds.
Why This Script Works
Some clients are honest but nervous.
Some are negotiating.
Some don't understand the real work.
This one sentence shows you which type they are.
The Two Reactions You'll See
This comes directly from a real pattern in the field.
Reaction 1: Relief
These clients are genuine.
They're worried about their budget.
When you offer scope changes, they relax.
They'll ask things like:
"Could we skip the basement?"
or
"Can we do a lighter clean?"
Reaction 2: Ego
Some clients were testing boundaries, not expressing real budget concerns.
They were playing a negotiation game.
When you say the script calmly, they often reply fast:
"I can afford it!"
Then you simply say: "Great!"
One sentence.
Clear signal.
Zero tension.
Use It Anytime You Feel Pressure
This script stops arguments before they begin. It puts you back in control. And it shows you who's a good fit.
Why Clients Say "That's Too Expensive"
Clients say this for a few real reasons.
None of them mean you did something wrong.
1. Negotiation Habit
Some clients open with a price challenge.
It's their default negotiation style.
Not personal.
2. They Underestimate Their Home
Most people don't see the details you see.
Pet hair. Soaker tubs. Glass showers. Stairs. Clutter.
They assume it's "simple," so your price surprises them.
All those glass surfaces, baseboards, and white furniture? Clients often don't factor these into "simple" cleaning.
Soaker tubs, glass showers, and tile grout all add significant time that homeowners don't realize.
3. They Compare You to Their Cheapest Cleaner
Some will anchor the price by mentioning a cleaner who's quoted them less.
That cleaner is usually gone, burned out, or underpriced.
But clients still use them as a reference point.
4. They Sense Fear
When you're new, you want every job.
Clients can feel that fear.
It affects your tone and your confidence.
This makes some clients test your boundaries.
Keep this tactical.
No need for therapy.
Just awareness.
Other Scripts That Work
You need simple language you can say under pressure.
Here are the best ones.
When They Compare You to a Cheap Cleaner
Script for price comparison
"That's an amazing price. It wouldn't cover my costs, but if they can do it, you should call them."
Almost every time, they admit:
"Oh… they moved… I can't reach them… they're not cleaning anymore."
This should be no surprise. If that cleaner was a good cleaner, and that cheap, they'd be talking to them right now.
This script is calm, honest, and pressure-free.
About 50% of the time, the homeowner has hired me. The other 50% still wanted less. They're going to be a problem, politely end the call and find someone better.
When They Try to Lower Your Price
Use the same structure every time:
"I can't afford to lower the price. But I can adjust the scope."
You're not arguing.
You're offering a professional option.
When You Know They're Not Your Client
Sometimes you feel it instantly.
You don't need to fight for every job.
Use this exit script:
"I want you to be taken care of, but I can't be profitable at that price. Here are some other options."
Calm. Respectful. Clear.
What NOT to Do
❌ 1. Don't Switch to Hourly to "Make It Easier"
Hourly pricing punishes you the better you get.
If you want the full story, read the Scope Pricing vs Hourly post.
The short version:
You get faster. You earn less. The client celebrates your lower pay.
This creates resentment.
❌ 2. Don't Justify Features
When you start listing:
– "I clean baseboards."
– "I bring my own supplies."
– "I use microfiber."
It sounds defensive.
It shows fear.
It makes clients push harder.
Short, confident statements always work better.
❌ 3. Don't Negotiate From Fear
Fear creates shaky tone.
Shaky tone attracts boundary-testing clients.
Stay calm. Use scripts. Stick to your price system.
Red Flags That End the Conversation
Some responses mean you should walk away immediately.
Red Flags
- Anger or disrespect during negotiation
- Guilt trips ("You're taking advantage of me!")
- Refusing to sign a contract
Clients who refuse simple agreements often plan to create problems later.
This comes from real experience:
The only people who disliked contracts were the ones who caused trouble.
People who plan to pay and be fair don't mind signing anything reasonable.
Confidence Comes From Knowing Your Costs
Here's the truth:
Scripts help, but confidence comes from your numbers.
When you know your real costs, your tone changes naturally.
You need to know:
- Your labor cost
- Travel time
- Admin time
- Laundry time
- Supplies
- Overhead (phone, fuel, insurance, software)
- Your profit margin
- The Hidden Hour (read about it here: The Hidden Hour)
When you understand these, you stop guessing.
You stop fearing.
You stop hoping the price "sounds okay."
If pricing fear feels overwhelming
Try the "downward arrow" technique from Dr. David Burns:
Write: "I'm afraid of not getting this job"
Ask: "Why is this upsetting?"
Answer: "Because I won't be able to pay my bills"
Ask again: "Why is that upsetting?"
Answer: "I'll get kicked out onto the street"
Keep going: "And I'll starve and die poor and alone"
That's a massive bridge from "I didn't get this one job."
Dr. Burns teaches this in his Feeling Good podcast. It helps you see when fear has become a catastrophic story in your mind.
If these fears feel real and overwhelming, consider speaking with someone trained in CBT (Cognitive Behavioral Therapy). This doesn't mean you're broken. This work is genuinely scary. But one by one, fears fade. And suddenly you're not drowning anymore - you're swimming.
You know your minimum price.
You know your break-even point.
You know your profit.
This changes everything.
Use this tool before your next quote:
Want to know your real minimum price? The free PriceThisJob calculator does the math for you in 30 seconds.
You don't need to memorize formulas.
You don't need financial training.
You just need the right system.