Pricing is often discussed as though every professional in a city is selling the same product. They are not. Two profiles can charge the same rate while operating with completely different schedules, costs, travel patterns, client volumes and levels of preparation.
A useful pricing decision therefore begins inside your own business model. Market context matters, but it is only one input.
Start with the way you actually want to work
Ask how many meetings you realistically want, how much preparation each requires, how much unpaid communication surrounds them and how much flexibility you want to preserve. A rate that only works when your calendar is constantly full may be financially fragile even if it looks competitive.
Count the time the client never sees
- Enquiry handling and screening
- Preparation and personal presentation
- Travel and waiting time
- Incall or hospitality costs where applicable
- Professional photography and profile maintenance
- Administration, accounting and payment costs
- Recovery time and the opportunity cost of blocked calendar space
Pricing only the visible appointment can lead to underestimating the actual commitment behind each meeting.
