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There is a second type of price conscious client that is concerned with quality and type of service being provided to them. You may lose this type of client with a price increase, but you'll find that they will be very apologetic about it. These clients truly can not afford higher rates. They are usually a dream to work with, and I hate to lose them. In this situation, I will try a number of ways to keep them.
Your newer clients usually react in a more neutral manner to a rate increase. They haven't been with you long enough to get a true baseline on your fee structures. You stand a very good chance of keeping these clients if reasons for rate increase are explained to them and not just dropped on them.
I find that I lose about 5-6% of my clients when I raise my fees. Usually, I suffer no income loss because my higher rates absorb their loss. Remember, bottom line is you are selling your time, you must make most efficient and profitable use of it. If your rates stay around market level, you should have little or no trouble finding new clients.
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