Nervous About Discussing Your Fees? Here’s How to Make It Less Awkward

You know that moment when you need to discuss pricing with a client and suddenly feel like you're about to reveal top-secret information? It's not just you.

Many freelancers and business owners struggle with pricing, especially when it comes to presenting it to potential clients. No one wants to scare off a potential client with a high price tag. At the same time, you don't want to undervalue yourself and your services.

So, how do you make the entire process easier on yourself and less scary for the client? The answer is simple - it's all about pricing presentation.

Set your rate and stick to it

Your rates are a direct reflection of how you perceive your value in the marketplace. To determine a competitive, but fair price point for your services, do some research on setting your freelance rates. Once you have a number you're comfortable with, stick to it.

This means no discounts just because someone asked, no price lowering because the client is exploring more options. The last thing you want to do is get yourself into a situation where your pricing changes from one client to another.

Remember that pricing is not about being the cheapest option. It's about reflecting the value you provide. Don't undercut yourself just to please a potential client. Be firm in stating your rate and be ready to walk away from partnerships that don't align with it.

Resist the urge to apologize for your rate

When discussing your fees, it's common to feel the urge to apologize for your rate. That said, don't. You've set your price based on the value you provide and the expertise you bring to the table.

Apologizing can diminish your worth in the eyes of potential clients. On the other hand, staying firm on your rate without apologies demonstrates professionalism and confidence.

Instead of "I know it's a bit steep, but" and all the other iterations of the same statement, reframe the conversation around value. Highlight what sets you apart from competitors and what clients will gain from investing in your services.

Emphasize how working with you will benefit their business or improve their quality of life. Trust in the value you offer and let that confidence shine through during fee discussions.

Stop talking about costs and focus on the investment

Speaking of value, another thing you can do to make money talks less awkward is reframing costs into investments. Rather than focusing on the price tag, emphasize the benefits that your services bring.

How can your expertise help clients achieve their goals? What problems does it solve? How will their life be better once you've done your magic? By answering these questions, your services are no longer seen as just another expense. Instead, you become a valuable asset.

Illustrate how working with you will lead to long-term positive outcomes for them. That way, they're not just paying for a service, but an opportunity for growth, success, and improvement.

Break large sums up into manageable bits

The bigger the project, the higher the fee. And that one, huge number can look exaggerated and overwhelming. When it comes to discussing large sums, breaking them up into smaller pieces can make the conversation much smoother.

Instead of presenting only the total cost, itemize the different components that make up your fee. This gives clients a clearer picture of where their money is going and helps them see the value they will receive in return.

By breaking down costs into smaller parts, you can also address any concerns or questions that arise along the way. Clients may feel more comfortable asking about specific items within the breakdown rather than questioning a single large sum. This transparency helps build trust and demonstrates that you are open to discussing how your pricing is calculated.

Last, but not least, breaking down costs can help clients budget more effectively and get you paid faster at the same time. When working on a large project, collecting payment in installments benefits both you and the client.

Most of the time, freelancers opt for collecting a downpayment first. This is then followed by a portion of the project cost sometime in the middle and the final installment upon completion.

Have everything in writing

At Better Proposals, we're firm believers in not working without a contract. It protects both you and the client, so there's no good reason not to have one.

Having everything in writing helps avoid misunderstandings and provides a clear reference point. Get all pricing details, payment terms, and deliverables clearly outlined in a written agreement or contract.

Make sure your scope of work is clearly defined. For longer projects, you might also want to add client sign-offs at different project stages to avoid surprises down the line.

That way, you and your client stay on the same page throughout the project. What's more, with a clear scope of work, you won't end up doing more than you bargained for at the same price. Make sure your contract clearly states what happens if the client adds on more work and at which rates.

Fee discussions don't have to be awkward

Transparency, clarity, and value - the only three things you need to present your pricing with confidence and not scare off clients in the process. But you know what else doesn't hurt?

Making your business proposals and other client-facing documents look as awesome as the services you provide. With Better Proposals, you can - and you don't have to be a designer to make it happen. Sign up and see for yourself.