Let’s start with a quick scenario.
You’ve just finished a call with a potential client. They’re interested. Things are going well.
Then comes the golden question:
“So… how much do you charge?”
And suddenly, you freeze.
You reply with something like:
“Well, it depends… what’s your budget?”
Sound familiar? You’re not alone.
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The Real Problem
Whether you’re an accountant, tax consultant, designer, or freelancer — this moment is where many professionals lose control.
The pricing conversation should be your moment of power. But often, it becomes a negotiation… led by the client.
And here’s the problem:
When you let the client lead, they decide your value — not you.
Why Clear Pricing Matters
Think about big brands. You don’t walk into Apple and ask for a discount on an iPhone.
You know the price. You either buy it — or you don’t.
Why?
Because pricing signals confidence, clarity, and quality.
In fact, a study by McKinsey found that pricing has a bigger impact on profit than reducing costs or increasing sales volume. That’s how powerful it is.
🔗 Link:
👉 The Power of Pricing – McKinsey & Company
So if you’re underpricing — or unsure how to price — you’re leaving money and authority on the table.
When Clients Decide the Price (Bad Things Happen)
Here’s what usually happens when you don’t take charge:
- You get underpaid
- Clients treat you like a commodity, not a professional
- You feel stressed and resentful
- You attract the wrong type of client (low pay, high demands)
Imagine an accountant charging $50 for a tax return that takes 4 hours. That’s $12.50/hour — less than what many Uber drivers make.
Now add years of experience, certification, and client responsibility… and you see the mismatch.
How to Regain Control of Your Pricing
Here are a few simple, non-scary ways to take control:
1. Package Your Services
Instead of charging per hour, offer service bundles.
For example:
- Basic Tax Filing – $150
- Standard Package (Filing + 1 Consultation) – $300
- Premium (Filing + Advisory + Year-Round Support) – $500+
Now you’re not just selling time — you’re selling outcomes.
🔗 Link:
👉 Stop Selling Time: Start Selling Value – FreshBooks
2. Show Starting Prices Publicly
Even a simple “Starts at $250” gives clarity.
It filters out clients who can’t afford you — and attracts those who respect your value.
3. Practice Saying Your Price
Confidence matters.
Try saying:
“For that scope, I charge $400. I’ll share a breakdown after our call.”
Then stop talking. No justifying. No apologizing.
Tips to Build Pricing Confidence
- Track your time and effort — most people underestimate it.
- Talk to peers and compare pricing.
- Remember: clients aren’t just paying for your time — they’re paying for your expertise, speed, and peace of mind.
Final Thought: Your Price = Your Positioning
Here’s the truth: You teach clients how to treat you.
If you’re unsure, they’ll negotiate.
If you’re confident, they’ll respect it — or move on (which is okay).
So next time someone asks, “What do you charge?”
Don’t dodge it.
Own it.
Because pricing isn’t just about money —
It’s about how much you believe in your own value.
I’m Maqsood, a freelance writer specializing in finance and tech. With experience crafting content for dozens of companies worldwide, I turn complex ideas into engaging stories that connect with audiences. From fintech trends to tax tips, I bring expertise and creativity to every project, delivering content that drives results.
