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Determining what you’re worth, or what to charge, is critical – not only in terms of the profit we want to have at the end of each month or year – but also to our sense of self-esteem and self-worth.

There are numerous ways of determining price, but before you work out any kind of dollar amount, it’s worth taking stock of the three ‘C’s that will directly impact the price you settle on.

To be paid what you’re worth you need:

Confidence

First and foremost, are you happy charging? Do you believe you can you deliver on your promises, genuinely add value and should be financially rewarded for doing so? If not, then no amount of price-setting will help. Having confidence in your ability to deliver is critical. Confidence-boosters may include your experience, education or qualifications, contacts and connections, having one or more ‘anchor’ clients, industry knowledge and so on. Other boosters may include your enthusiasm, energy, innovation, creativity, tenacity, determination and ability to get the job done above and beyond what may be expected.

Once you’re confident charging, the next step is being confident in the amount you charge. It’s worth playing around with different dollar amounts and pricing models and working out which ‘sits’ most comfortably with you. Too little and you’ll feel undervalued. Too high and you’ll feel like a fraud. Test out what feels right for you and ensure you include large quantities of both the second and third Cs - credibility and currency – before settling on a price.

Credibility

What you say about yourself, and more importantly, what other people say about you, will add hugely to your credibility. Do you have the credentials required? Are clients, colleagues and others willing to put their reputation on the line and lend you their support by way of professional testimonials and personal references? Do you have specialist skills or expertise, or are considered the ‘go-to’ person in your field? Where appropriate, use video, ‘before and after’ photographs and testimonials clients have provided on their letterhead.

Official testimonials are extremely powerful as people will not put their reputation on the line if they have any doubts about your ability to deliver. If clients are willing to provide a testimonial, make sure you get their permission in advance to use it on your website or other promotional materials. Good manners go a long way. Providing evidence of your abilities that are relevant and meaningful to those you’re aiming to influence will enhance your personal sense of credibility and self-confidence and make it easier for others to make informed decisions about you.

Currency

Being able to articulate why you, and why now, is imperative in terms of your confidence in yourself and your prospective client or customer’s confidence in you. Work out what their return on investment (ROI) is likely to be financially if they engage you and then clearly articulate it. If non-financial benefits are likely make these known too. Facts and figures, supported by a range of other persuasive factors, will help you stand out from the crowd and boost your confidence in your willingness and ability to charge.