Talk About Fees Before Diving Into Any Work

You dread the moment when, after hours of discovery calls, you learn the client’s budget is half what you need. Your chest tightens, and you feel the wasted nights catch up. But that used to be the norm—until you decided to talk money upfront.

One Tuesday morning, your phone rings and you say, “Before we dive in, I want to share that our minimum project investment is $25,000. Does that align with your plans?” The prospect pauses, thanks you, and confirms they’re in range. No more surprises, no more false starts.

When a later lead says their budget is lower, you simply reply, “I appreciate you sharing. I’m afraid that’s below our threshold, but I can recommend a smaller-scale consultant.” You feel lighter, and your calendar frees up for the right clients.

Research on negotiation shows that early clarity on price increases trust and reduces decision fatigue. By declaring your minimum fee first, you respect both your time and the client’s—creating smoother, more honest engagements.

Decide on your minimum project fee—about 10% of your annual revenue—and share it upfront in your first outreach. Then ask prospects to confirm their budget range before diving into details. If they can’t meet it, offer a referral and move on. This simple shift will save wasted effort and build mutual respect—try it at your next call.