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I struggle with this because I Make Software Projects Not Suck, and potential clients tend to ask first, “How much do you charge per hour?” They are really dying to think of me as one more guy banging out code, and they have this model of paying contractors so much per hour, and I’m probably out of their range. So boom, end of discussion.

But if I refuse to answer that question, it’s still end of discussion.

Of course all the gurus (hi Mark Silver!) will say don’t talk about price, especially when what you’re selling is a really complicated service that might not have any obvious pricing structure. The thing is, it’s kind of like the sex shop–you might want that item, kind of, but you don’t even want to get sucked into the conversation if the price isn’t in your range, because then it’s just awkward.

So I’m still trying to figure that out. It has a lot to do with the prospective client wanting to have a number because what I do is sort of superficially like what other people do.