What To Do When A Client Says Your Surveys Are Too Expensive

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If you don't ask, you don’t get. And the same goes for your clients. As people get bolder negotiating the price of the property they’re buying, many will try their luck negotiating your fee too.

But when that question lands - “Can you do it any cheaper?” - what do you say?

If you're not ready for it, you can end up discounting too quickly, doing work that doesn’t feel worth it, and putting yourself at greater risk of a complaint. Because let’s face it - when you feel undervalued, you stop caring, and that’s when mistakes creep in.

Many surveyors have not learned how to effectively engage or discuss the value they bring in terms of money. I see it time and again, so I'm sharing what I've learned and hope it offers reassuring ways to handle those awkward moments with confidence and clarity - without sounding defensive or salesy. It includes a number of prompts you can use, adapt, and practice until they feel natural to you.

Your Confidence Sets the Tone

Before we get into the prompts, a reality check:

If you don’t believe in the value of your service, your client won’t either.
If you hesitate, apologise for your fee, or sound unsure, they’ll see it as negotiable - even if it isn’t.
If you know your fee reflects the value you offer, you’ll sound grounded and professional - even when saying “no.”

But if you don’t feel confident? That’s not a problem to hide - it’s something to work on. Coaching or support can help you reconnect with your value and find a way of expressing it that feels natural.

People Don’t Actually Want Cheap

When someone objects to your fee, it’s rarely because they’re being difficult.

Often, they just don’t know:

What a good survey costs.
How much value a skilled, ethical surveyor can add.
What corners get cut in cheaper services?

Most people are looking for reassurance, not a rock-bottom deal. Your job is to help them see the difference - clearly, kindly, and confidently.

Prompts for Handling Fee Objections

Here are some ways to respond to common objections. Use them as inspiration and find the phrases that feel right for you.

When They Say: “Can You Lower Your Fee?”

“I understand you’re comparing options. I’m confident my service is worth the investment, and it’s designed to reduce your risk and stress - not just tick boxes.”
“I don’t discount my fee, because I want to give every client the same level of care and attention. That consistency is important to me.”
“What I can do is explain exactly what’s included and how it helps. That way, you can make a confident decision.”

If You Want to Say: “The Price is the Price”

“My fee reflects the time, care and expertise I put into every job. It’s been carefully set to be fair - to you, and to me.”
“My pricing covers not just the survey, but my qualifications, ongoing training, insurance, travel and time to write a report that you’ll actually understand.”
“I know there are cheaper options out there - but what matters is whether the service meets your needs. I’m happy to talk you through the difference.”

When You Need to Show You’re the Right Choice

“I specialise in this area, so I know the quirks and risks that don’t always show up in standard surveys.”
“You’ll get a report you can actually read, follow-up support, and the chance to ask questions — because I want you to feel confident in your decision.”
“It’s not just about the survey itself - it’s the peace of mind and guidance that comes with it.”

Practice Makes Professional

If you tend to get tongue-tied in these conversations, that’s okay.

Write your responses down. Read them aloud. Practice them until they feel like your own voice. There’s no shame in having a script - most people do, even if it’s just in their head.

A confident response protects you, supports your client, and helps everyone walk away from the call feeling better - whether they book or not.

You Deserve to be Paid Properly

When I managed a survey sales team, it was tough. We had to meet sales targets and keep complaints to a minimum. At first, I thought those goals clashed. But what I learned was this:

Undervalued work leads to resentment. You start rushing. You cut corners. Not because you're unprofessional - but because it's human nature. So, every time you protect your fee, you’re also protecting your standards.

Some surveyors genuinely believe we don’t charge enough. Others worry their work doesn’t meet client expectations. If you’re not sure where you stand, that’s okay - it’s worth exploring. Because when you do feel confident in your offer, these conversations get so much easier.