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Dealing with small businesses and mom-and-pops (I do a lot of both) realize you will be in the client education business in many cases. Find a way to make this essentially self study, and encorporate hands-on treatment into your fee structure. Otherwise, your time can be eroded very fast and undermine your profits. Be very clear about charging for phone and email communications.
In general, be sensitive about pricing. In larger businesses I've found that funding is a well oiled business process. In smaller operations, every detail may be a new, agonizing decision -- and you're often dealing directly with the person whose wallet is being opened. This calls for a very firm but diplomatic approach. Small businesses in my experience often underestimate what resources (money and manpower) it takes to develop a decent site.
I generally run with package deals and charge $50 to $75 and hour for updates and maintenance. I also offer full hosting with prepayment discounts - they love discounts.
I should also add that you definitly need to protect yourself with detailed contract spelling out exactly what they get for their money and what is an extra charge. They'll nickel and dime you to death otherwise.
Don't take this to be too negative - some of them will be dream clients and show total faith in you ;)
Require down payments for services.
Be quick in your turn arounds.
Never EVER be defensive!
Always call the client before doing anything that will add a dime and explain why.
Don't do business with people that you do not like.
Require payments for services that extend over a month.
Provide costs of alterations.
Require authorizations of alterations.
Document your costs and time on everything.
Follow up often and take every op for face time.
Edited by: minnapple
If you define this kind of service as part of your business, and charge accordingly, it can be good for both parties.