Here’s a question you may have heard already from a client or prospect when you submit a quote or proposal:
“Wait… you use AI now. Shouldn’t this cost less?”
On the surface, it sounds like a pricing question. But underneath, there’s something much more important going on.
It’s a sign that the client is still thinking in terms of time, keystrokes, and effort—while you’re trying to sell judgment, standards, and outcomes.
In this short episode, I walk through how to handle that objection without getting defensive, without negotiating against yourself, and without pretending AI doesn’t make parts of your work easier or faster.
We talk about:
- Why this question is natural (and why it doesn’t automatically make someone a “bad” client)
- The core reframe that moves the conversation away from hours and toward responsibility and value
- Simple talk tracks you can use on the spot when a client presses on price
- How to reduce the chances of having this conversation in the first place
- And why, long-term, the goal isn’t to win every pricing debate, but to work with forward-thinking clients who actually get the value you bring to the table
If you’ve ever felt caught off guard by this question or unsure how to respond without sounding defensive or vague, this episode will give you language you can actually use.
By the way… whenever you’re ready, here are 4 ways I can help you grow your freelance business:
1. Claim your free book:
Discover the secrets to a thriving writing career in Earn More in Less Time: The Proven Mindset, Strategies, and Actions to Prosper as a Freelance Writer. — Download your FREE copy
2. Stop losing projects to better-equipped writers
My AI Advantage Hub gives you new and proven capabilities every month that make you more confident and competitive — better research skills, stronger writing, smarter client conversations, creative problem-solving, and the confidence to say yes to opportunities you’d normally decline. It’s your monthly system for expanding what’s possible in your business. — Learn More
3. Work with me for 90 days
Need a trusted “sparring” partner to tackle your most pressing business challenges? I occasionally offer an intensive 90-day coaching program for freelancers at all income levels. We work together 1-on-1 to identify your most critical business obstacles, come up with innovative solutions, and develop a customized, actionable plan. Email me at ed@b2blauncher.com with “90-Day Accelerator” in the subject line to learn more.
4. Banish 6-figure burnout
One of my core specialties is helping 6-figure freelancers earn more in less time with less stress. If you’re at that income level but you’re burning out and want to create a business that actually serves you, let’s connect. Email me at ed@b2blauncher.com and put “Boardroom” in the subject line, and I’ll get back to you with more details.
