Pilates Thoughtful Tuesday: When a Client Says You’re Too Expensive

Woman with exasperated face and raised hands, reacting to perceived high Pilates session costs.

It is a comment that can catch even the most experienced teacher off guard. “You’re too expensive.”

When you hear it, the first thought that flashes through your mind might be “Am I?” You may immediately compare yourself to others in your area or wonder if you need to lower your prices. But before you let that seed of doubt take root, let’s pause and unpack what is really being said.

The phrase “too expensive” is highly subjective. It often says more about the client’s perception, their priorities, or their current circumstances than it does about the value of your work.

Is it too expensive for them or just in general?

When a client says something is too expensive, it is worth gently exploring what they mean. Are they comparing your sessions to a drop-in gym class down the road? Are they in a moment of financial stress? Or do they truly not understand the depth and expertise behind what you offer?

Here are a few ways you can approach the conversation without being defensive or apologetic

1. Ask with curiosity

Rather than rushing to justify your pricing, respond with calm interest

“What makes you feel that way?”“Can I ask what you’re comparing it to?”

This opens a dialogue. Sometimes you will discover it is not about price at all but about the client’s own budget or priorities.

2. Reframe the value

If a client’s only point of reference is a drop-in gym class, they may not yet appreciate the difference between that and a professionally guided Pilates session. You might say

“I completely understand you want to make sure it is worth it. What I offer is not just a workout, it is a personalised programme designed to support your goals, your body, and your long-term health.”

This reframes your sessions as an investment, not a cost.

3. Stand confidently in your pricing

You have set your prices for a reason. Your training, experience, ongoing education, and the value you bring to your clients all support it. If you constantly second-guess yourself, clients will pick up on that. Instead, stay clear and consistent

“My prices reflect the level of expertise and attention each client receives. I have found it is the best way to help people achieve real lasting results.”

4. Offer alternative solutions if appropriate

If a client genuinely cannot afford one-to-ones, could they join a small group class? Or purchase a package at a slightly lower per-session rate? This is not about discounting. It is about meeting them where they are without undervaluing your work.

A thought for Pilates teachers

Remember, saying “too expensive” does not always mean “I do not see the value.” It may mean “I am not ready to prioritise this right now.” That is okay.

As teachers, our role is to stand in the knowledge of what we offer and to educate clients about the difference a thoughtful consistent Pilates practice can make.

You are not just charging for an hour of movement. You are offering years of expertise, a safe environment, and a method that can transform someone’s quality of life.

Final reflection

When faced with these moments, take a breath and respond with curiosity, clarity, and confidence. The right clients, the ones who value what you do, will understand. And those are the clients who will get the most from working with you.