A pricing approach that adjusts fees based on a client's ability to pay, common among coaches, therapists, and community-focused practitioners.
Sliding-scale pricing sets a range instead of a single number, and lets a client’s financial situation decide where they land within it. A therapist might charge $150 for clients who can afford it and $80 for those who can’t, so the higher-paying clients effectively help fund access for others. It’s common where the work is personal and the mission matters.
For sellers, a sliding scale can widen your client base and align with your values without gutting your income — as long as the top of the scale is set high enough to sustain the discounts below it. Be clear about how someone qualifies for a lower rate, or you’ll spend energy negotiating every fee. Some practitioners use an honor system; others set simple tiers by income or situation.
For buyers, a sliding scale can make a service you need genuinely affordable. Be honest about where you fall — the model only works if people who can pay more do.
It’s a cousin of value-based pricing and tiered pricing, just with fairness rather than scope as the variable. If you’re figuring out where to set your range, start with how to price your services.