If there’s no chance the client will pay close to what you’re asking, it’s important to figure that out quickly. However, I also know that starting the conversation with pricing sounds unprofessional.
There is a simple path to get that info early enough to keep possible failures cheap, but not so early that it will look desperate:
1. Ask what the project is about, even if you already know. Then listen to their answer and ask for details.
2. Share a story about a similar situation you’ve faced. Ideally, mention a client who chose you, even though you definitely weren’t the cheapest option.
3. Now’s the right time to ask for their budget. If they wriggle out of an answer, suggest a price range, like “This project looks like it’s going to cost around XXXX $, give or take 30% depending on the specifics.”
4. Ask them, “If I give you a few options, and at least half are around that price or lower, would that work for you?” I have yet to hear about a client who turned down having options.
5. Don’t start working on the solution until they at least agree to a price range. Detailed sales options come later.
After following these steps, you’ve spent about 30 minutes giving the project a chance to fail early. If they balk at the price now, you’ve saved time and money on both sides. But if things do move forward, you’ll know it will be worth putting in more effort to win the client.