HOW NOT TO GIVE YOUR WORK AWAY: LEARN TO EXPLAIN WHY YOU CHARGE WHAT YOU CHARGE

Has a client ever told you: “Can you give me a little discount?” or “But they’re cheaper somewhere else…”
It’s happened to me. And I’ll be honest: at the beginning, it was hard to say no. I was afraid of losing the sale, of being seen as “too expensive,” or of customers walking away to the competition.

But over time, I learned something fundamental: it’s not just about the price, it’s about the value. And once you know how to communicate that, you don’t need to lower your rates to be chosen.

When you charge for your work, you’re not just putting a number on a product or service. You’re valuing:

• The time you dedicate.
• The experience you’ve built.
• The quality you deliver.
• The hidden costs (materials, transportation, tools, licenses…).

💡 Philadelphia example: María, a Latina bakery owner in South Philly, got tired of competing by lowering prices. Instead, she started explaining that she uses organic ingredients, family recipes, and every pastry is handmade. Result? Customers who value it and pay without bargaining.

Many people think lowering the price is the fastest way to “close the deal.” But often, it’s the opposite:

• You lose profitability.
• You signal that you don’t trust your own product.
• You train customers to always expect a discount.

Instead of cutting your price, offer added value: an extra, a better service, or more personalized attention.

If you don’t know how to explain why you charge what you charge, customers will only see the number, not what’s behind it.

• Explain your process.
• Highlight what makes you different.
• Relate your price to the benefits they’ll receive.

Example: instead of saying, “Cleaning service is $100,” say:

“This service includes eco-friendly products, personalized attention, and a satisfaction guarantee—so your home isn’t just clean, it’s healthier for your family.”

It’s easier to stand by your price when you have:

• Defined rates, written down.
• Clear payment policies.
• Confidence in your response to discount requests.

A polite but firm “no” is worth more than a thousand excuses.

Don’t sell thinking only about “getting the sale today.” Think about the long-term value you’re creating. A customer who understands your value is a customer who comes back… and recommends you.

In Philadelphia, Latino-owned businesses have incredible potential—but only if we learn to value what we do and communicate it with confidence.
Don’t give your work away: make every client understand why it’s worth what it’s worth.
If you want to learn how to communicate your value without fear and close more sales, I can help.
Shall we talk? 📲