One of the hardest questions in business is not how to get a client. It is — how to tell them the price without scaring them off, without sounding rude, and without feeling like you are selling organs on the black market.
If you have ever said “oh, that is just a small thing, I will do it for free” and then spent three days working for nothing, this article is for you.
Why is it awkward to ask for money?
It is culturally ingrained: “don’t be greedy”, “what will people say”, “better to give than to sell”. The problem is that none of these phrases pay your bills. Many people confuse price with rudeness. As if it is normal to work for free and shameful to ask for fair compensation.
Reality check: Your work has value. If you are good at something others need, it is not shameful to ask to be paid. What is shameful is working for free and then resenting your clients for not valuing you.
How to set your price?
1. Hourly rate — classic but risky
Calculate how much you want and need to earn per month. Divide by working hours. Add costs (taxes, equipment, education). Multiply by 2 (because you will not bill every hour). That is your minimum hourly rate.
Example: You want €2,000 net per month. You work 160 hours. That is €12.5/h. Add costs (€500) = €15.6/h. Multiply by 2 = €31/h. That is your minimum. Anything below and you are subsidizing your client.
2. Project pricing — the smarter option
Instead of “€50 per hour”, say “€1,500 for the project”. The client buys the result, not your time. If you are efficient and finish in 20 hours what someone else would take 50, you earned €75/h, and the client got what they wanted. Win-win.
3. Value-based pricing — for advanced
If your work creates value for the client — e.g., building an online store that increases their revenue by €50,000 per year — charge a portion of that value. €5,000 for the build is still cheap for the client, but a huge difference compared to hourly billing.
How to say the price without sweating?
- Do not apologize. “The price is €1,500.” Not: “This might sound expensive, but…”
- Value first, price second. Explain what they get, then state the price.
- After you say the price — shut up. The first one who speaks loses. Let them process the number.
- Offer options. “Basic package €800, premium €1,500, custom €2,500+” — people like to choose.
- Do not work for free for “the portfolio”. The portfolio does not pay your bills. Work for future clients, not for those who refuse to pay.
What if the client says “too expensive”?
That is not the end of the world. Sometimes it really is over their budget. Sometimes they are testing if you will fold. Either way:
- Do not lower the price immediately. “I understand. Can we adjust the scope to fit your budget?”
- Do not haggle over coffee. “Send me a proposal and we will see” — that is an excuse. Agree on price upfront.
- If you lower it, ask for something in return. “I can do €1,200 if you pay upfront.”
Conclusion
Charging is not rudeness. It is responsibility to yourself and your business. If you do not learn to charge, you will not have a business — you will have an expensive hobby.
And that feeling when a client pays without question and even says “that was cheap”? Trust me, it is worth every minute of awkwardness before it.
This article is for informational purposes and does not constitute business advice. Consult a mentor or business advisor for specific decisions.