How much can I reasonably charge my client?

May 7, 2008

That’s the question I got from one of my customers recently.

Here’s my answer:

Setting your fees can be challenging. Because for most people, the fees they set get all wrapped up in their self-confidence and what they feel they’re “worth.” I’ve done it. And in my opinion, it’s a huge mistake. And you’ll end up shortchanging yourself and anyone who depends on your support.

A simpler way to do it is to say, how much CAN I charge for this? Or how much do I want to make?

The worst your market can say is NO.

Sounds like you want $4,000 right now for a salesletter. So just ask for it. It’s not about what you’re worth at all. It’s about how much your CLIENT perceives your services will be worth to his business.

Running a business is a risk. Selling a product is a risk. You can’t accept responsibility for results you can’t ultimately control. That letter your wrote for the free trial. Maybe it was your letter… or maybe it was his product… could be either.

Be sure you watch the video on the businessofcopy.com homepage about the proposal. Using a proposal takes all of the fear out of setting fees because you THINK about it beforehand, then you prove that your argument is sound on paper.

You need to set your fees based on the argument you can make for what they are worth in the marketplace.

That’s simple business thinking. I’m not talking about trying to milk your client. But I AM talking about receiving as much money for your service as the market will allow.

Trust me, it’s no harder to sell a $10,000 salesletter than it is one for $1,000. You just get better clients when you charge more. That’s my experience.

Don’t shortchange yourself, even at the beginning. It won’t help anyone.

Good Luck!