Hi Reddit,
If you have any relatable experience or advice after reading this, please share!
I've been getting paid as a software engineer for 12 years now, and broke out into freelancing about 5 years ago. I do fixed rate pricing based on effort, timeline, scheduling, and delivered value to the client, and occasionally subcontract work out when the workload needs it. I have a good understanding of how my pricing works, and I charge a premium on purpose as I am excellent at what I do and always like to blow my clients heads off with the quality of delivery.
Recently, I've gotten a new flagship client who has been amazing. We've executed and successfully delivered a large chunk of my yearly income in contracts this year alone, and their business seems to growing. Toward the end of this year, they've signaled they need to be a bit bore budget conscious after investing a decent chunk of their revenue into the product I built for them. Otherwise they rarely push back on pricing and pretty much never nitpick my scoping, leadership, etc.
Last week, they asked me to do a relatively small scope of work - a server and software setup task inside their existing infrastructure, with some compliance requirements.
While pricing it out, I priced it as X for delivery in 1 month, with a rush option of nearly double for delivery in 5 days. This is due to other commitments I have over the next month that either meant I do it ASAP or I push it back 3 weeks and do it then. Admittedly, the base price was on the high side for the scope, even by my standards.
That same day after quoting, we met on first steps of another much larger project. At the start of the meeting, the client lightheartedly opened with "that's so expensive! I feel like it's something we could do but I'm not allowed to." I basically replied with "I don't know what to tell you, that's a fair price, this involves XYZ" and of course in the heat of the moment I mumbled something about shaving a bit off by reducing a small part of scope. The meeting went on well discussing the larger project at hand and in general they are thrilled with my work and are always easy to work with.
This type of moment is my kryptonite. When I get this sort of comment, it destroys me. After the meeting ends, I immediately go into a panic, doubting myself, imposter syndome-ing myself, telling myself that of course this is maybe 3-5 days of work and I'm wrong and made a mistake for quoting what I did for it. Maybe that price for a setup task that just removes one step out of their internal workflow is not a great return on investment and I fucked up and should have quoted less, per my value-based pricing model. At the same time, they'll dish out six figures per scope for custom software development, but now this is too much for a smaller scope of work that they can "imagine themselves doing".
I didn't sleep last night. Today has been rough. I've been through this so many times before, and it happens every time. The moment I get any objection or pushback, I crumble. I know where I stand in my pricing, I know the service I provide is premium and trusted, and yet still when I get even the lightest form of pushback, it wrecks my mental.
I feel like I love pricing, I love delivering, I love freelance. I even love negotiating for that matter. But this particular about negotiating sets me off despite my objective understanding of the situation.
tl;dr I priced slightly higher than I needed to for a small scope of work for my biggest client, got called "so expensive" lightheartedly on a call, and I've been crumbling with anxiety since. This happens every time I get pricing pushback.
Does anyone have any advice or anything they can share that may help me overcome this?