You finally did it. You raised your prices.
Maybe it had been on your to-do list for months. Maybe you’d been undercharging for years and finally decided enough was enough. You knew your work was worth more. You crunched the numbers, updated your pricing, and took a deep breath.
Then the enquiries stopped.
Now you’re second-guessing yourself. Should you drop your prices again? Did you go too far? Are people going elsewhere? It’s unsettling when things go quiet, especially after a big change like this. But before you hit the panic button, let’s look at what could be going on – and what to do about it.
1. Don’t rush to discount
The temptation is to put things back the way they were. But dropping your prices again can send the wrong message – that you’re unsure of your value, or desperate for work. Instead, give it a little time. Price changes can take a while to settle, especially if most of your clients come from referrals or word of mouth.
If you were previously known as the “budget” option, your new pricing might not quite match the old perception people had. That’s OK. You’re simply making room for a different kind of client.
2. Make sure your pricing makes sense
Have you communicated the value behind the new prices? If people are used to paying $X and now it’s $Y, they need to know what they’re getting for that increase. Is it better service? Higher quality? Faster turnaround? More experience?
Check that your website, proposals, and social media reflect the quality and results you deliver. If there’s a mismatch between what you’re charging and how you’re presenting yourself, potential customers might hesitate.
3. Keep talking to your audience
Going quiet can make things worse. Now’s the time to post, share, email, talk. Remind people what you do, who you help, and why you’re good at it. Use real examples. Case studies. Reviews. Before-and-afters. Think of it as re-educating your market about where you sit now.
This doesn’t mean you need to explain or defend your new pricing. But you do need to show people what they’re getting when they choose to work with you.
4. Focus on your best-fit clients
If some of your old clients have disappeared, it might be because they were never the right fit to begin with. Price-sensitive clients often bring the most stress anyway. The goal isn’t to win everyone – just the right ones. The ones who value what you do, respect your time, and are happy to pay for quality.
Start by thinking about who you enjoy working with the most. What problems are they trying to solve? What results do they want? Then adjust your messaging so those people know you’re the one who gets it.
5. Add something that makes the price feel like a win
Sometimes, all it takes is a little shift in how the offer is packaged. Could you include something extra that costs you very little but adds perceived value? A checklist. A follow-up call. Priority turnaround. People like to feel they’re getting a bit more – especially when prices have gone up.
It doesn’t have to be a “freebie”. Just a small gesture that says, “This is worth it.”
6. Watch your numbers
Have your actual profits dropped, or are you just feeling the slowdown? Sometimes we’re doing fewer jobs but making more money overall. Other times we just need to adjust how we’re working. Keep track of what’s coming in, what’s going out, and how much time things are taking. The data can often settle the nerves better than guesswork.
7. Test and adjust
If things still feel off after a while, it might be worth trying a few variations. Could you offer a smaller package for people not ready for the full service? Could you charge in stages? Could you split things out more clearly so people see their options?
This isn’t about being cheaper. It’s about helping people say yes in a way that works for them and still works for you.
The bottom line
Raising your prices is rarely the end of the story. Often, it’s the start of a new phase – one that needs a few tweaks before it starts humming. So don’t second-guess yourself just yet.
Stick with it. Refine how you talk about what you do. Reconnect with your audience. And most importantly – don’t disappear.
You’re building a stronger business, not just a busier one.