Move beyond hours and create three packages buyers can compare.
Hourly pricing punishes you for getting better and forces the client to audit your time instead of your result. Move to packages as early as you can survive it.
Building three tiers
Start from the outcome the buyer wants, then work backwards to what it is worth to them. What does the problem cost per month?
Build the middle tier first — this is the one you actually want to sell.
Build a lower tier that is genuinely useful but visibly narrower. It exists to make the middle look complete, and to catch buyers who cannot yet afford more.
Build a higher tier with a small number of high-value additions. Some people will take it, which is a free lesson in what your market values.
Name the tiers after outcomes, not sizes. "Order page live in seven days" beats "Basic".
Expect discomfort the first three times you say the number out loud. Say it, then stop talking. Do not add "but we can discuss" before they have responded.
Turn this into your next move.
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