If you’ve ever had a fellow business owner ask for free services — especially when you know they would never work for free — you’re not alone. It can feel frustrating, unfair, and sometimes downright disrespectful. But before jumping to conclusions, it helps to understand why this happens.

Here are a few reasons some business owners expect free work from others, while guarding their own fees tightly:

1. They’re Used to Negotiating Everything

Many business owners — especially those who’ve “made it” — became successful by negotiating hard, finding loopholes, or spotting a deal. For them, asking for a discount or freebie isn’t personal; it’s a default way of doing business.

To them, it’s not being stingy — it’s being “smart.”

2. They Don’t See the Value (Yet)

If someone doesn’t understand what makes your work special, they might think, “Why pay when I can get something similar elsewhere — or even free?”

This happens a lot with services that are creative or intangible: coaching, content creation, strategy, design, etc.

Tip: This is where positioning matters. It’s not about defending your price — it’s about clearly communicating what they miss when they don’t invest.

3. They Prioritize ROI Over Empathy

Some business owners are very ROI-driven. They won’t pay unless they see a direct, fast, or measurable return on investment.

If your work feels “soft” or “intangible,” they may undervalue it — until it’s reframed with business benefits.

They might happily drop $10K on a mastermind or property listing… but expect your brand strategy to be free.

4. They’re Testing Boundaries

Sometimes, it’s not personal — they’re just seeing what they can get. If someone in your space has said “yes” before, they might assume that’s standard.

This often happens with influencers, freelancers, and creative service providers.

If you say yes to “just one small favor,” they’ll likely ask for more.

5. It’s Not About Money — It’s About Power

A small minority of business owners ask for free things not because they need to, but because it makes them feel powerful or important.

They want to feel like they can “get things done” without paying — and may not even realize how disrespectful it comes off.

6. They Budget Emotionally, Not Rationally

Ironically, some people will spend $3,000 on a luxury bag but expect a full brand strategy or photoshoot for $100. Why? Because they emotionally value the bag more — not necessarily because they think your work is worthless.

This isn’t a money issue. It’s a perception issue.

What You Can Do Instead

If you’ve dealt with this kind of client or request, here’s how to protect your time and energy without burning bridges:

1. Stand Firm on Your Boundaries

People respect those who respect themselves. You don’t need to justify your pricing — but you do need to be clear.

Example:

“I’d love to support, and I offer complimentary resources for those starting out. For hands-on work, I provide [X service] starting at [price].”

2. Lead With Value, Not Defense

Don’t over-explain or beg. Instead, show the transformation you bring.

Instead of:

“It takes me hours to create this.”

Try:

“This helps business owners save weeks of trial and error and start seeing results within 30 days.”

3. Attract, Don’t Chase

There are clients out there who won’t question your value — they’ll see it and respect it. Focus on those.

Sometimes, it’s the “quietly wealthy” or values-aligned clients who pay in full, upfront, without bargaining — because they trust professionals.

4. Offer a Low-Risk Way to Experience You

For those who are ROI-minded but not ready to commit, offer a small entry point.

Example:

• 1:1 audit session

• Mini-strategy workshop

• Paid consult with clear deliverables

This allows them to experience your value before going deeper.

5. Flip the Script

Ask them:

“What’s the cost of not doing this now?”
“What would change in your business if this gets solved faster?”

You’re helping them reflect on the real price — wasted time, missed growth, lost credibility.

Final Word

Just like how you wouldn’t expect Housing development to give you an entire flat for free just because you want to stay in it… you shouldn’t be expected to give away your entire expertise “just for exposure.”

Your time, talent, and energy are not freebies — they are tools that generate real business results. Know your worth, protect it, and educate others on why it matters.

And if they still don’t get it?

They’re not your client.