pricing-your-services
GitHub为自由职业者设计服务定价结构，根据业务类型匹配计费模式（如按时、固定或订阅），构建三级锚定套餐以引导客户选择，提供谈价话术及折扣底线规则，帮助用户自信报价并防止范围蔓延。
Trigger Scenarios
Install
npx skills add mohitagw15856/pm-claude-skills --skill pricing-your-services -g -y
SKILL.md
Frontmatter
{
"name": "pricing-your-services",
"description": "Design a freelance\/consulting pricing structure — hourly vs day-rate vs project vs retainer chosen per engagement type, anchored packages, and the rules for saying the number out loud without flinching. Use when asked how should I price my freelance services, hourly or fixed price, build my pricing packages, or a client asked my rate what do I say. Produces the pricing-model decision per engagement type, a three-tier package structure, the rate-conversation script, and the discount policy with its floor."
}
Pricing Your Services Skill
Freelancers treat pricing as one number when it's actually a structure: which model for which work, how it's packaged, and how it's said. Hourly punishes you for being fast; fixed-price punishes you for scoping badly; the right answer differs by engagement type within the same practice. This skill designs the structure — models matched to work, tiered packages that anchor, a script for the money moment — for someone who already knows their base rate (see freelance-rate to derive it).
What This Skill Produces
- The model map — hourly / day-rate / fixed-project / retainer / value-based, matched to each engagement type they actually sell
- The package structure — three tiers with the anchor built in, and what's deliberately excluded from each
- The rate-conversation script — saying the number, then the silence; deflections for "what's your best price" pre-answered
- The discount policy — what earns a discount (scope cut, longer commitment, prepayment), the floor, and the no-discount discount alternatives
Required Inputs
Ask for these if not provided:
- Base day/hourly rate — derived, not guessed (route to freelance-rate if missing)
- The engagement types they actually sell — quick consults, defined projects, ongoing work — each may price differently
- Scoping confidence per type — fixed-price is only safe where they can scope within ±20%; be honest
- Client landscape — enterprise vs small business vs startups changes packaging and payment terms more than the rate
Framework: The Structure Rules
- Match model to uncertainty: well-scoped repeatable work → fixed price (you keep efficiency gains); discovery-heavy or ambiguous work → time-based (client keeps the scoping risk); ongoing availability → retainer with defined capacity, never "unlimited access."
- Three tiers, priced to anchor: the top tier makes the middle look reasonable (most buyers take the middle); the bottom tier is genuinely minimal — its job is to make skipping it feel like a real trade-off, not to be cheap.
- Exclusions do the work: each tier lists what's not included (revisions beyond N, rush turnaround, extra meetings) — that's where scope creep dies and upsells live.
- Say the number, then stop: state price plainly, no trailing justification, no "...but I'm flexible." The silence after is the client's turn. Discounting against silence is negotiating with yourself.
- Discounts buy something or don't exist: smaller scope, longer commitment, prepayment, a referenceable case study — a discount with no exchange just reprices every future engagement. Know the floor (from the rate math) below which work loses money, and decline below it.
Output Format
Pricing Structure: [practice]
Model Map
| Engagement type | Model | Why | Risk it assigns |
|---|
Packages
[Tier 1 name] — $X: [included] · Not included: […] [Tier 2 name] — $Y (most clients): … [Tier 3 name] — $Z (the anchor): …
The Money Moment
Saying it: "[script]" [then silence] "What's your best price?" → "[deflection that trades, not caves]" "That's more than we budgeted" → "[scope-cut offer, same rate]"
Discount Policy
Earns a discount: [list with exchange rates] · Floor: $[N] ([why]) · Below floor: decline script
Quality Checks
- Every engagement type has a model AND the reasoning for it
- Fixed-price only where scoping confidence is stated ±20%
- Each tier lists exclusions, not just inclusions
- The script ends at the number — no trailing hedge
- Every discount names what it buys; the floor is computed, not felt
Anti-Patterns
- Do not use one model for everything — the model is per-engagement-type
- Do not fixed-price ambiguity — that's donating the scoping risk for free
- Do not build a cheap bottom tier to "win volume" — it attracts the clients who cost the most per dollar
- Do not justify the rate after saying it — justification signals negotiability
- Do not discount without an exchange — reprice scope, terms, or timeline instead
Version History
- 54fad50 Current 2026-07-19 13:36
