Karyn Greenstreet, a Small Business Coach and Self Employment Expert I really like, has a great article on her website: Embarrassed to Discuss Your Prices? Check it out. I particularly like her tips on “acting as if”.

Act “as if.” How would an experienced person in your industry act, when discussing her fees? Act as if you are that person and you’ll find your confidence increasing with each conversation. Practice, practice, practice.

Yes, as she says, telling someone about your prices can feel risky. But with risk comes great reward! As anxiety provoking as it is to take the risk of telling somewhat what you charge (no discounts!) the rewards are great. But remember—don’t talk about your prices until you are sure they need your services. Find out what they would like before you delve into pricing. (“Before we talk about price, can you give me a sense of what it is you would like done?”) Then if they are an appropriate client for you, you can tailor your conversation to what they are really interested in. And like Karyn says, even if you don’t feel confident while you are talking to them, fake it! It gets easier with time.