People get skittish when putting a price tag on their work.
At the back of their mind, they are saying, Well I would never pay this much money for this, so why would they pay this much?
Well, fine. But it’s not for you.
You’re the person who made it, but you’re not the person who is going to buy it.
Think of your favourite cafe, it probably doesn’t sell the cheapest coffee. Were they afraid to tell you that they cost more? Why do you go get your coffee there?
You go because it is worth paying extra for. It could be their music taste, the smell of fresh coffee, the beautiful interior, or the welcoming smile.
If you’re an origami expert, the problem is there’s no demand for anyone to pay $10,000 for an Origami Swan. But, if it turns out that you discover that there is a lot of unproductive meeting going on at Apple or Google. And, when the hands are busy, the brain is freed up to be creative. There, you could make a living being an Origami meeting facilitator.
Or consider coaching. Someone in their first startup who has yet to launch their product, he won’t feel comfortable paying you $100/h for your advice. However, the CEO of a billion-dollar company, where one wrong decision can cost millions, she would happily pay more than $10,000/month (example, 1).
Your work is to see the person for who they are, tell a story that resonates and help people feel good about their decision. Why are you worth more than what you are asking for?
If you feel skittish, you probably haven’t understood the people you are trying to serve. What story are people telling themselves?
It’s more about them than it’s about you.
