Am I Charging Too Much or Too Little for My Services?

How to Finally Answer: Am I Charging Too Much or Too Little?

Pricing your services can feel like a guessing game, but it doesn’t have to. Here’s how to confidently set rates that reflect your worth.

The Internal Struggle Over Pricing

Pricing can be one of the most stressful parts of entrepreneurship. You’ve likely wondered:

• What if I’m charging too much and scare clients away?
• What if I’m charging too little and undervaluing myself?
• How do I even figure out the right number?

This isn’t just about numbers—it’s about your self-worth, your confidence, and your ability to communicate the value you bring. Let’s explore how to set a price that feels both fair and empowering, for both you and your clients.

Why Pricing Feels So Complicated

1. Fear of Rejection

Charging too much can feel risky. You fear hearing “no” and losing clients, especially in the early stages of your business.

2. Underestimating Your Value

Years of working in corporate roles might have conditioned you to view your time as equivalent to an hourly wage. But as an entrepreneur, you’re being paid for results, not hours.

3. Comparing Yourself to Others

It’s easy to fall into the trap of basing your prices on what others charge, but their circumstances, expertise, and clients might not align with yours.

How to Determine the Right Price for Your Services

1. Understand the Value of Your Results

High-value clients aren’t paying for your time or effort—they’re paying for the transformation you provide. Think about:

• The tangible outcomes your services deliver (e.g., increased revenue, time saved, clarity).
• The emotional benefits your clients experience (e.g., reduced stress, confidence, freedom).

Action Step: Write down the top three results you help your clients achieve. Then ask yourself: What would these outcomes be worth to them?

2. Know Your Costs and Desired Profit

Pricing isn’t just about what clients are willing to pay—it’s also about what you need to sustain your business and lifestyle.

• Calculate your baseline costs (time, tools, team members, etc.).
• Determine the income you want to earn annually and break it down into monthly or per-project targets.

Action Step: Create a simple pricing formula:
(Target Annual Income ÷ Number of Clients You Can Realistically Serve) = Minimum Price Per Client

3. Anchor Your Pricing to Your Ideal Client

Your prices should align with the clients you want to attract. High-value clients often associate higher prices with better quality and expertise. Pricing too low might repel the very clients you’re hoping to attract.

Action Step: Reassess your ideal client profile and adjust your pricing to match their expectations and purchasing behavior.

4. Test and Refine Your Pricing

Your initial pricing doesn’t have to be perfect. Start with a rate that feels slightly outside your comfort zone, then monitor client reactions and your own satisfaction.

Action Step: Pay attention to the following over time:

• Are clients saying “yes” too quickly? Your pricing might be too low.
• Are you consistently facing resistance? It may be time to revisit your messaging or value proposition.

The Emotional Side of Pricing

It’s natural to feel vulnerable when discussing money. Pricing your services is deeply tied to your sense of self-worth and confidence. Here’s how to approach it with the right mindset:

1. Reframe the Fear of “Too Expensive”

Hearing that you’re “too expensive” doesn’t mean you’re overpriced—it means you’re not the right fit for that client. The clients who truly value your work will see your price as an investment, not a cost.

2. Separate Your Worth From Your Pricing

Your price doesn’t define your value as a person or professional. It’s a reflection of the results you deliver, the market you serve, and the confidence you have in your expertise.

A Story of Growth: How Rachel Found Her Perfect Price

Rachel, a former corporate strategist, transitioned into coaching entrepreneurs. At first, she set her rates at $1,500 per client because she was nervous about pricing herself out of the market.

After months of overworking and feeling underpaid, Rachel reevaluated her offer. She realized her clients were making dramatic improvements in their businesses—sometimes doubling their revenue within months. With this clarity, she redesigned her program and raised her rate to $7,500.

The result? Her higher pricing attracted more serious, committed clients. Rachel earned more, worked less, and felt more aligned with her worth.

Why This Matters

Pricing is more than just a number—it’s a reflection of how you view yourself and the clients you want to serve. When you confidently charge what you’re worth:

• You attract clients who respect and value your work.
• You set a standard for your business that aligns with your goals.
• You create a sustainable foundation for growth.

This isn’t about being “too expensive” or “too cheap.” It’s about building a business that’s both fulfilling and financially rewarding.

Take Control of Your Pricing Strategy

Your pricing can be a source of empowerment, not stress. Imagine having the clarity and confidence to set rates that attract your ideal clients and reflect the true value you bring.

👉 Ready to get your pricing right? Let’s create a customized pricing strategy together. Schedule a free 30-minute consultation today.