Before a client asks about pricing, try steering the conversation toward their budget. Ask, “What’s your budget for this project?”

Let them share that first. It helps you decide if they’re a good fit.

But but: Many clients won’t have a specific budget in mind. They might know their overall content spending but not what to pay per piece or contractor. That’s when they ask about your rates.

A good response

When they ask “What’s your per-word price” or “how much do you charge per word,” your responses (in that thread/conversation) should ideally have three elements:

• Value anchoring
• Specific examples
• Multiple options

Here’s an example of a good initial response:

“Depends on the type of content and its potential impact on your revenue goals. For example, I recently wrote a sales page that brought in significant revenue for an XYZ client. 

The rate was $$$$. It required extensive research and sales team interviews and was estimated to drive massive sales in the immediate three months.

So, can you please tell me what kinds of content pieces you need and what success would look like for these in the next 6 months?”

This does three things:

• Shows you focus on results, not just deliverables
• Gives them a price reference point (anchor)
• Opens the door to talk about their goals

What happens next

The client will either:

• Answer your questions about their needs (perfect—this helps you set the right price)
• Tell you they “just need blog posts” and push for a specific rate

If they share their goals:

“Based on what you want to achieve, I’d recommend my $X package, which includes [specific deliverables]. This aligns with similar projects where we saw [specific results] within [timeframe].”

If they want a specific number:

“For blog content in [their industry], my rates start at $X per word. Though most clients prefer the monthly retainer at $XXXX for X posts, which includes:

• Competitive research for SEO
• Expert interviews
• Unlimited revisions
• Distribution suggestions
• Weekly meeting
• …

Which option fits better with your marketing goals?”

(If you have a pricing sheet, this is also the right time to share it with them so they understand your charges in more detail and get aware of their options better!)

Mistakes to avoid

While handling pricing talks, avoid these common traps:

• Starting with a bare “it depends”: Instead, explain WHY it depends using specific examples and results.
• Offering single fixed rates: Give options that let clients choose their investment level while maintaining your value.
• Focusing on deliverables: Don’t just list what you’ll provide. Show how each element drives their success.
• Playing the comparison game: Never justify your rates against cheaper alternatives. Stay focused on the value you deliver.
• Getting defensive about rates: Your rates reflect your value. Present them confidently without apology.

How to ensure you get the desired response from prospective clients in pricing conversations

Successful pricing conversations need:

• Strong social proof: “This approach helped Client X achieve Y in just Z months” builds instant credibility.
• Timeline clarity: Set realistic expectations about when they’ll get the delivery (and when they might see the results?).
• Clear options: Different packages let clients choose their comfort level while seeing the value in higher tiers.
• Defined process: Explain exactly how you’ll work together, from kickoff to delivery.
• Extra value: Include elements that separate you from commodity writers – strategy sessions, optimization, and distribution support.

These elements work together to position you as a strategic partner rather than just another writer. When clients see the complete package—your proven results, clear process, and additional value – price becomes secondary to the potential impact you’ll deliver.

(You can cover these aspects in your real-time conversation with that client. Or by sharing your portfolio that addresses these. By including these little details in your pricing sheet in the footnote. By going over them concisely in your email.)

In the end, most importantly: When clients obsess over word counts, reference Fiverr rates, demand instant quotes, or can’t discuss content goals, it’s often a sign they won’t value your work. They see content as commodity and find contractors easily replaceable. These conversations rarely lead to meaningful projects or good client relationships. Walk away.