One of the most effective ways to approach the pricing question is with the assumption the prospect on the phone with you will – right out the gate – be shaking her head and saying to herself, “this chick is a lunatic if she thinks I’m paying that!” when you reveal your price.
In other words, with every benefit you toss out there, just assume she will object to the price.
She might want to just pay what you’re asking and get started with the project (if you’ve targeted your market right and have copy that sings the value of your offering).
But chances are she’ll have sticker shock.
And yet, there’s a special way of selling to skeptics like this that prevents them from running for the hills when you reveal your price.