Small-business owners and self-employed individuals face an ongoing challenge to establish rates that enable them to care for themselves and their families, set aside funds for future business growth and retirement savings and remain competitive.
Inflation and a wide variety of other factors affect a business, so it's usually necessary to increase rates every few years. The following list outlines fundamental ways a business owner can know when it's time to raise rates.
1. When you're not earning your targeted hourly rate. What should your target rate be? First determine the total annual income desired and then divide that figure by the anticipated number of hours you will work during the year. The result is the amount you need to charge hourly to achieve the desired annual income. Cautionary note: Since freelancers and other self-employed workers cannot always bill as many hours as they hope to, it's wise to add about 25 to 50 percent to the hourly rate as a safeguard.
2. When your competitors raise their rates beyond what you're charging. There's the possibility that your low rates (coupled with excellent quality) will result in an excess of work. If customers are beating down the doors to hire you, it might be time to think about raising your rates. While it's always good to give value, you don't want to leave money on the table by undercharging. Also, if your rates lag too much, potential new customers may wonder about the quality of your service.
3. When you've established your reputation in a market and feel that you can safely raise rates, even beyond what your competitors are charging. Once you've built a solid customer base, you'll have the confidence to ask for and receive a higher rate, based on your reputation and position in the industry.
4. When you have enhanced your company's technology, production equipment or level of employee. If you can finish a job in half the time you used to, with comparable or even superior quality, you should consider raising your rates accordingly.
5. When it's been two years or longer since you raised rates. When talking with long-term, established customers about a rate increase, give them at least a month's notice. Everyone understands that prices go up over time, so a reasonable rate increase of 10 to 15 percent every few years won't come as a surprise to someone who's been with you for a while and appreciates the quality work you provide. When speaking with newer customers (those who have been with you only a few months or so), tell them about the upcoming increase, inform them about how long it's been since your last increase, and assure them that you'll honor your present rate for two or three months because they're new with you. Note: If you're anticipating a rate increase, don't take on a new, long project just before your increase. This can be very frustrating over the life of the project. But if you must, inform your new client of the upcoming increase, and tell the client you will honor your present, lower rate for several months.
Source: http://www.nfib.com/object/IO_31684.html
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