How Pricing Strategy Went from Confusing to Life Changing

Let’s talk about something that keeps you up at night, sis. You have the skill — whether it’s graphic design, tutoring, photography, social media management, or reselling vintage clothes — but when someone asks what you charge, your throat closes up and you blurt out a number that makes you want to cry later. I have been there. It is the worst feeling, and it is exactly why you need a real pricing strategy before you have another conversation about money.

Here is the thing nobody told you: pricing is not about what you think you are “worth” in some abstract, spiritual way. It is math. It is research. It is a pricing strategy that protects your energy, your time, and your bank account. And once you learn it, you stop feeling like a fraud and start feeling like a businesswoman. Let me show you how.

Why You Keep Underselling Yourself (And It Is Not Your Fault)

First, let’s get real about why you are charging $20 for something that took you four hours. You are young. You are just starting out. Someone told you “you need to build your portfolio” or “exposure is valuable” and you believed them. Girl, exposure does not pay your tuition. Exposure does not cover your rent. And exposure definitely does not buy you groceries.

The second reason is harder to admit: you are scared. Scared that if you charge what you are actually worth, people will laugh. They will say “who does she think she is?” They will pick someone cheaper. And that fear is real — but it is also lying to you. Because the people who want cheap work are not the clients who will respect you, pay you on time, or refer you to other good clients.

Here is a hard truth I learned the expensive way: when you undercharge, you attract the worst clients. The ones who will ask for revisions seventeen times. The ones who will pay late. The ones who will treat you like you are doing them a favor instead of providing a professional service. Your pricing strategy is actually a filter. Charge too little, and you filter in the chaos. Charge what you are worth, and you attract people who value you.

The Formula That Changed Everything For Me

Okay, so let’s get into the actual numbers. Because I know you are here for real information, not just motivation. Here is the pricing strategy I use and that I teach every young woman in TechMae. It is simple, it is honest, and it works.

Step one: figure out your baseline. What is the absolute minimum you need to make per hour to survive? Not thrive — survive. Add up your monthly expenses: rent or tuition, phone bill, transportation, food, savings. Divide that by 160 (that is roughly 40 hours a week). That is your floor. Never, ever go below that number.

Step two: add your overhead. If you are doing graphic design, you pay for Adobe Creative Cloud. If you are a photographer, you have camera gear, editing software, and insurance. If you tutor, you have transportation costs and materials. Add at least 20% to your baseline for these costs. This is not optional — this is business 101.

Step three: add your profit margin. This is the part most young women forget. You are not just covering costs — you are building a life. You want to save for a trip, pay off debt, invest in your future. Add another 30-50% on top. Yes, really. That is not greedy. That is smart.

Let me give you a real example. Say your monthly expenses are $2,000. That means your baseline hourly rate is $12.50. Add 20% for overhead — now you are at $15. Add 40% profit margin — now you are at $21 per hour. That is your starting point. And honestly? Most of you should be charging more than that because your skills are specialized and valuable.

But here is the thing — you should not be charging by the hour at all if you can avoid it. Hourly billing punishes you for being efficient. If you get faster at your work, you make less money. That is backwards. Your pricing strategy should shift to value-based pricing as soon as possible. Charge for the outcome, not the time. If you design a logo that helps a business make $10,000 more per year, you should not charge $50 for that. You should charge $500 or more.

What To Say When Someone Questions Your Price

This is the part that makes you sweat, I know. Someone sees your quote and says “that seems high” or “I can find someone cheaper.” Your stomach drops and you immediately want to lower the price just to make the discomfort stop. Do not do it. Here is exactly what you say instead.

“I understand you are comparing options. My pricing reflects the quality, experience, and attention to detail I bring to every project. If you are looking for a lower price point, I totally understand — and I am happy to recommend some resources that might fit your budget better.”

That is it. You are polite, professional, and you do not budge. You are not desperate for their business — you are selective about whose business you take. And here is the wild part: most of the time, when you hold your ground, they come back and say “okay, let’s do it.” Because they were testing you. They wanted to see if you believed in your own value.

The Truth Nobody Tells You About Imposter Syndrome And Pricing

Listen, I need to tell you something real. The reason you are struggling with your pricing strategy is not because you do not know the math. It is because somewhere inside you, you do not believe you deserve to charge what you are worth. And that is not your fault — we were raised to be humble, to not ask for too much, to be grateful for whatever we get. But that mindset will keep you broke and exhausted.

I remember my first freelance client. I charged her $100 for a website that should have been $1,500. I spent 30 hours on it. I made less than minimum wage. And she was a nightmare client — she emailed me at 11 PM, asked for endless revisions, and then took three months to pay me. Why? Because my low price attracted a low-quality client. When I finally raised my prices to $1,000 for the same service, suddenly clients were respectful, paid deposits upfront, and actually listened to my advice.

Here is what I want you to do right now. Open your notes app. Write down the three biggest insecurities you have about your skills. Next to each one, write down a fact that proves you are wrong. If you think “I am not experienced enough,” write down the three projects you have completed successfully. If you think “I do not have a degree in this,” write down the results you have gotten for past clients. This is your evidence file. When imposter syndrome hits, you read this list before you send a quote.

How To Raise Your Prices Without Losing Clients

Okay, so maybe you have already been charging something, and now you realize you have been underselling yourself. How do you fix that without burning bridges? This is a delicate part of your pricing strategy, and I have a system for it.

First, never raise prices on existing clients without warning. Give them 30-60 days notice. Send an email that says something like: “I wanted to let you know that as of [date], my rates will be increasing to [new rate]. I have loved working with you and wanted to give you plenty of notice so we can plan accordingly. If you have any questions, I am happy to chat.”

Second, grandfather in your favorite clients for one more project at the old rate. This builds goodwill and shows you value the relationship. But after that, everyone pays the new rate. No exceptions.

Third, raise your prices for new clients immediately. Do not wait. Do not ease into it. Your next new client should see your new rates. And here is the secret: they do not know what you used to charge. They have no reference point. They will accept your price as normal because it is the only price they have seen from you.

Charging By The Hour	Value-Based Pricing
❌ You make less when you work faster	✅ You make more when you are efficient
❌ Clients focus on time, not results	✅ Clients focus on the outcome you deliver
❌ Hard to scale your income	✅ You can 10x your income without working more

Let me give you a real example of value-based pricing in action. My friend Maya does social media management for small businesses. She used to charge $25 an hour. She was making about $1,000 a month and felt stuck. Then she switched to value-based pricing. She started charging $500 per month per client, which included strategy, content creation, and analytics. She only took on five clients. That is $2,500 a month for less work than she was doing before. Her clients were happy because they were getting real results — more followers, more sales, more engagement. Everybody won.

What To Do When You Are Just Starting Out And Have No Portfolio

I know some of you are reading this and thinking “but I have no experience, I cannot charge those prices.” I hear you, and I am not going to tell you to charge $500 for your first project. But I am also not going to tell you to work for free. There is a middle ground, and it is part of a smart pricing strategy for beginners.

Here is what you do: offer a “launch rate” for your first 3-5 clients. This is a discounted price that is still above your baseline. You are transparent about it — “I am building my portfolio and offering a special rate for my first clients.” This gives you permission to charge less without feeling like you are settling, and it gives clients a reason to take a chance on you.

But here is the rule: every single time you finish a project at your launch rate, you raise your prices. Even if it is just $10 more. You are building the muscle of increasing your prices. By the time you have five projects in your portfolio, your rates should be at least double what you started at. And you will have the confidence to back it up because you have proof that you deliver.

And listen — do not let anyone tell you that you have to work for free to get experience. That is a trap. There are organizations that specifically work with new freelancers and pay fair rates. There are internships that pay. There are clients who will pay you a fair wage for good work even if you are just starting. You just have to look in the right places and have the confidence to ask.

The Scripts You Need To Handle Every Pricing Conversation

I am going to give you word-for-word scripts because I know that is what you actually need. Save these. Screenshot them. Practice them in the mirror until they feel natural.

When someone asks your rate for the first time: “My rate for this type of project starts at $X. I would need to know a little more about your specific needs to give you an exact quote. Can we set up a quick call to discuss?” This buys you time and makes them feel heard.

When they say it is too expensive: “I understand that price is a consideration. My rate reflects the quality and attention to detail I bring. If that does not fit your budget right now, I completely understand. Feel free to reach out if your needs change in the future.” Then stop talking. Let them sit in the silence.

When they ask for a discount: “I do offer discounts for repeat clients or for referrals, but for new clients, my rates are firm. What I can do is add some extra value — I will include an extra revision or a bonus deliverable.” You give them something, but you do not lower your price.

These scripts work because they are respectful, clear, and they do not apologize. Your pricing strategy is only as good as your ability to communicate it. Practice these until they feel like second nature.

This is the kind of stuff women talk about inside TechMae every single day. No judgment, just real ones keeping it real.

Related: This post is a must-read for women on their journey.

Start Here

I want you to do one thing right now. Open your phone, go to your calculator, and figure out your baseline hourly rate using the formula I gave you. Write it down. That is your new floor. You are never going below that number again. Then, pick one service you offer and set a value-based price for it. Not what you think you can get — what it is actually worth to the person receiving it.

If you are feeling brave, send a quote to someone using your new price today. Even if they say no, you just practiced the hardest part. And next time, it will be easier. That is how you build a real pricing strategy — one conversation at a time, one raised rate at a time, one confident “no” to lowball offers at a time.

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