The SMM’s Guide to Explaining Your Rates

Have you ever shared your social media management rates and felt a little nervous about the client’s reaction? Yep, we've been there.

Pricing conversations can feel awkward. But if you want to pay your bills, they are necessary. How you set, explain, and stick to your pricing as a social media manager is how you establish your worth. Let's chat about how exactly you can do this.

Welcome to…

The SMM’s Guide to Explaining Your Rates

Know Your Worth

Before you share your proposal, be clear about the value you bring. What goes into your pricing? When you understand the “why” behind your pricing, it’s easier to communicate it confidently. Clients aren’t just paying for posts. They are paying for strategy, growth, and results.

And don’t forget your time. It’s one of the most valuable things you give away, often without realizing its worth. That quick edit or late-night caption tweak? It has a price. As Taylor Swift said, "You should think of your energy as if it's expensive. As if it's a luxury item. Not everyone can afford it." When you recognize the value of your time and expertise, you start to price your services the right way.

Be Transparent and Clear

We included our starting rate right on our discovery form. Clients are required to share their budget to proceed, which sets clear expectations from the very beginning.

But we keep the conversation going, discussing their overall marketing budget, quarterly allocations, and how our services fit within their plans. By keeping money talks in the conversation, you show professionalism and ensure there are no surprises. Clear communication about pricing sets boundaries.

Investment > Cost

One of the biggest mindset shifts you can make is thinking of your pricing as an investment, not a cost. Again, clients aren’t just paying for posts. You aren't just another subscription fee. Frame your services in terms of the value they receive. ROI is thrown around consistently,

Practice Handling Objections

Clients will sometimes push back on your pricing—it’s normal. Statements like “That’s too expensive” or “Can you do it cheaper?” are opportunities to reinforce your value. Here's how we answer these common objections:

• "Can't I Just Use AI to Write Posts?"

• "Out of Budget"

• "Social Media Doesn't Work For My Business"

• "I Worked With A Social Media Manager Before & Didn't See Results"

We hope this guide helps you reinforce your rates. Now is the time to start explaining your rates more confidently and getting paid your worth!