You're not out of your mind
There is no such thing as price - thats why we all ask what to charge
My process: I dont set pricing, and don't sell a shrink wrapped service but only go for high value contracts that I can close in person with a decision maker (i'd rather 5 clients at $xx,xxx than 50 at $x,xxx )
I charge on value, not "cost + x". Don't commodify yourself/work at higher price points.
The prospect wont tell you a figure of what its worth to them, or what they can afford.
***Thats for you to filter down when qualifying leads, and to explore in the sales conversation***
When negotiating always leave slack for yourself while always still offering value to the prospect.
After handling all their objections, when you've both seen that theres no reason they shouldn't just buy it now, prospects reach for price as the final hurdle to a deal.
By then its typically the only ammunition they have. They're powerless. They don't like that.
So be reasonable, work with them & give them choices...adjust the levers of campaign scope/time/resources
i.e. for $x we can do 'that'; for $x-y, then you would get great value form 'that - this'
Reinforce your pricing by revisiting the needs/objections you both explored before entering the pricing conversation.
Explain that you incur business costs to actually execute the work. Youre not being greedy. Its not money for old rope, but valuable outcomes achieved by execution thats informed by solid experience, skill and professional campaign management.
Have a price point where you will say no and move on to the next
If they wont commit, ask if its a not now, or a not ever
If not now, establish next steps to keep in touch (book another meeting).
You could maybe have a low-priced entry offer (I don't do this)
If I feel lie Im getting the truth out of the meeting (rather than flim-flam that just avoids a decision) I'll give them just enough info to start addressing the core issue in house. It's not long before they come back asking to be rid of the hassle.
If you feel theyre not going to commit, get them to verbally say No and move on - but leave your door open for them.
But qualify prospects well, whatever you do. It helps you enter the sales meeting with similar assumptions both sides.
hope it helps