“You charge too much” How to deal with these customers
How to Handle When Customers Say Your Cakes are Too Expensive
I know how frustrating this can be. You're trying to charge more for your cakes, build a sustainable business, and actually make good money doing what you love. But then those dreaded words come: "That's a bit out of our budget." It puts you in a real pickle, doesn't it?
If you're nodding your head right now, you're in the right place. This is actually a challenge that many cake designers face, especially when they're serious about growing their business beyond a hobby and turning it into a genuine source of income. So if you're experiencing this pushback, take it as a sign that you're on the right path toward transforming your cake business!
Believe Your Cakes Are Worth What You Charge
The first and most crucial principle I've learned from my experience running Aspen Charm Cakes and Pastries here in Denver is that you need to truly believe your cake prices are worth what you want to charge.
Your confidence and what you believe you can earn in your cake business really dictates how much money you'll make. Until you actually align with and believe in the prices you want to charge, you'll struggle with attracting clients who are stuck in your old pricing mindset.
To charge more, you need to believe you're worth more. When you do, you'll naturally begin to attract clients who see that value too. It's a law of attraction principle that absolutely applies to your cake business.
Think about it this way: if you keep attracting clients who say you're too expensive, it might be because deep down, you think you're too expensive as well. You might not truly believe you're worth that amount. This is where the inner work begins – building your confidence and strengthening your belief about your worth and the value you provide.
Change Your Business to Attract the Right Clients
This leads perfectly into the second principle – you need to transform your cake business to stop attracting clients who think you're too expensive.
You're currently attracting a specific type of clientele because something about your business is drawing them in. To charge more, you need to attract a different type of client who resonates with your new pricing structure.
This might mean changing several aspects of your business:
Your advertising strategy
Your branding elements
Your cake style and presentation
Your overall business positioning
There's something about your current business that's signaling "budget-friendly" to potential clients, making them think you're within their price range. Let me give you a retail analogy I often share in my membership group:
Some customers shop at Macy's because they believe the prices there align with their budget. These same customers don't even walk into Saks Fifth Avenue, Neiman Marcus, or Nordstrom because they've already decided those stores are "too expensive" and beyond what they can afford.
But guess what? Those high-end stores still have plenty of customers! There are people who shop exclusively at Nordstrom and wouldn't even consider going to Macy's.
You need to position your cake business in the same way. Decide which "store" you want to be, and then make sure everything about your business reflects that position.
Still attracting budget cake customers in your cake business? Let’s change that around! Click here to download my FREE eBook: 10 Strategies to Become an High-End Wedding Cake Business. It’s located inside my Cake Business Library.
Educate Your Clients About Value
Another strategy that has worked well for me is taking the time to explain to clients why their cake costs what it does. This approach depends on the specific situation and the client, but I often find it helpful to break down the pricing structure.
For example, I might say: "The design technique you're requesting requires X hours of detailed work, which is why it costs this amount." When clients understand the labor, skill, and time involved, they often have an "aha" moment.
Many people simply don't understand cake pricing fundamentals. They may come from a mindset where "cake should be cheap" because they're comparing your custom creations to grocery store sheet cakes. Sometimes, all it takes is a little education to help them see the true value of what you're offering.
It's About Transformation, Not Justification
The key thing to remember in all of this is that overcoming the "you're too expensive" objection isn't about finding better ways to justify your prices. It's about transforming your entire business approach so you stop attracting clients who would say that in the first place.
If you want to evolve and stop having these uncomfortable conversations, you need to:
Change your mindset about your worth and value
Elevate your business to match the prices you want to charge
Position yourself differently in the market
Attract clients who value quality and craftsmanship over price
This transformation will break the cycle of repeatedly dealing with price objections and move you toward a business model where your ideal clients seek you out specifically for your unique talents and creations.
Increase your Confidence = Increase your Sales
I can't emphasize enough how much of this comes down to confidence. When you confidently quote your prices without hesitation or apology, clients are much more likely to accept them without question. Your energy around your pricing communicates volumes.
If you sound uncertain, apologetic, or ready to negotiate the moment you state your price, clients will pick up on that immediately and assume there's room for discussion. But when you confidently present your pricing as a simple fact – this is what my work costs because this is what it's worth – you'll be amazed at how many clients simply nod and proceed with their order.
If you'd like more resources to help you on this journey, make sure to check out my Cake Success Library. It's filled with ebooks, templates, checklists, guides, and so much valuable information designed to help you transform your cake business and achieve the results you're truly looking for.
Apply These Strategies and Watch your Business Transform
Remember that raising your prices and repositioning your business isn't something that happens overnight. It's a gradual transformation that requires consistent effort and mindset work.
As you implement these changes, you may need to be patient during the transition period. You might lose some of your current clientele, but they'll be replaced by the exact clients you've been hoping to attract – those who value your work and don't blink at your prices because they understand quality craftsmanship deserves fair compensation.
Final Thoughts
Handling price objections ultimately comes down to creating a business that naturally attracts clients who value what you offer. When you believe in your worth, position your business appropriately, and confidently communicate your value, the right clients will find you.
Remember, every successful cake designer has gone through this transition. The fact that you're facing these challenges now means you're on the path to building a more profitable and sustainable cake business.
I hope these strategies help you transform your cake business and overcome the "too expensive" objection once and for all.
