Why Tradespeople Need to Charge What They're Worth
In the construction industry, too many tradespeople fall into a common trap: undervaluing their skills.
Whether you’re a painter, carpenter, tiler, bricklayer, or any other kind of tradie, you might find yourself charging rates that don’t truly reflect the expertise and experience you bring to the table.
It’s easy to feel pressure to keep prices low, especially when you’re competing with others in your area.
But the truth is, not charging enough for your skills is costing you – big time.
You’re not just losing out on money; you’re undermining the value of your work and holding back your business from reaching its full potential.
Why Do Tradespeople Undervalue Their Skills?
It’s a story I hear all the time from tradespeople.
They feel like they have to offer lower rates to win jobs, or they’re worried that clients will think they’re too expensive.
Sometimes, it’s a lack of confidence – wondering if you’re really worth the higher rates.
Or maybe it’s just a habit that’s stuck around since the early days when you were starting out.
But what worked when you were just getting your business off the ground doesn’t work when you’ve got years of experience, a solid reputation, and a team to support.
If you’re still charging like a beginner, you’re leaving money on the table.
The Hidden Costs of Undervaluing Your Skills
Undervaluing your skills isn’t just about missing out on money – it has a ripple effect that can hurt every part of your trades business.
Here’s why charging less than you’re worth can be so damaging:
1. You’re Underpaid for Your Time and Effort
When you charge too little, you’re not being fairly compensated for your time, effort, and expertise.
Think about the years you’ve spent perfecting your craft.
The hours of training, the mistakes you learned from, the investment in your tools – it all adds up.
Your skills as a plasterer or tiler have real value.
If you’re charging rates that don’t reflect that, you’re working for less than you deserve.
2. Clients Don’t Value Discounted Work
When you charge rock-bottom prices, you’re sending a message that your work is worth less.
It’s human nature – people value what they pay for.
If you’re offering bargain rates, clients may see you as the cheap option rather than the professional expert you are.
They may even doubt the quality of your work because of the low price.
And when you try to raise your rates later, those same clients might push back, expecting the same cheap deal.
3. It’s Harder to Invest Back Into Your Business
Every tradie knows that construction work isn’t just about showing up with a toolbox.
You need reliable vehicles, up-to-date tools, safety gear, and the ability to pay your team competitive wages.
But when you’re charging too little, there’s not enough money left over to invest back into your business.
You can’t afford to upgrade your equipment, keep up with new technology, or take on training to stay at the top of your game.
In the end, you’re not just hurting your profit – you’re holding back your potential to grow.
4. Working More for Less
When your rates are low, you often have to take on more jobs just to make ends meet.
That means longer hours, working weekends, and constant stress.
It’s a grind, and it’s not sustainable.
Many tradespeople, from bricklayers to painters, find themselves burnt out, exhausted, and feeling like they’re always playing catch-up.
Instead of working smarter, you’re just working harder – and that’s no way to run a business.
Why Your Expertise Deserves Fair Rates
It’s time to realise that your skills have real value.
Whether you’re a carpenter who knows how to craft durable joinery or a landscaper who transforms backyards into stunning outdoor spaces, your experience is what sets you apart.
Clients come to you because they want a professional who can get the job done right the first time.
They’re not just paying for the hours you’re on-site – they’re paying for the years of experience that allow you to deliver high-quality work.
When you undervalue your skills, you’re not just undercutting yourself – you’re undercutting the entire trades industry.
How to Set the Right Rates for Your Skills
Setting the right rates can feel intimidating, especially if you’ve been stuck at the same pricing for years.
But you deserve to be paid fairly for the value you bring.
Here’s how to start:
1. Know Your Costs
Before you set your rates, make sure you understand the full cost of running your trades business.
This includes materials, labour, fuel, insurance, and the costs of maintaining your tools and vehicles.
A good rule of thumb is to charge enough that you’re covering your costs and making a profit that allows you to invest back into your business.
If you don’t know what your actual costs are, you could be underpricing without even realising it.
2. Look at the Market – But Don’t Just Copy It
It’s helpful to know what other tradespeople in your area are charging, but don’t base your rates solely on what others are doing.
Focus on the value you bring.
Maybe you’re more experienced than the next painter down the road, or you offer faster turnaround times than another flooring specialist.
Your rates should reflect what makes you better, not just match the lowest price around.
3. Communicate Your Value to Clients
One of the most important skills you can have as a tradesperson is the ability to explain your value to clients.
Clients might not understand why you charge what you do, but it’s your job to help them see the bigger picture.
Explain how your experience, attention to detail, and quality materials ensure a job that’s done right and lasts longer.
When clients understand why you’re worth it, they’re more likely to pay your rates without haggling.
4. Practice Saying No
Not every client is a good fit.
If a client insists on a price that doesn’t respect your expertise, it’s okay to walk away.
It’s better to lose a client who doesn’t value your work than to take a job that leaves you underpaid and frustrated.
By standing firm on your pricing, you’ll attract clients who understand the value of what you offer.
It’s Time to Charge What You’re Worth
Undervaluing your skills might seem like the easy way to win jobs, but in the long run, it’s holding you back.
Your time, knowledge, and experience are worth more than the lowest bid.
By charging rates that reflect your true value, you can build a more profitable, sustainable business that doesn’t require you to work yourself into the ground.
If you’re ready to learn how to price with confidence and make sure you’re charging what you’re worth, join our Profitable Pricing Masterclass.
We’ll teach you how to calculate your rates, communicate your value to clients, and grow a business that respects your skills.
Stop selling yourself short, and start getting paid what you deserve.