Think about their “pain points” what’s going to cost them time, money, and headaches. Give them three options (three isn’t a rule). Give them the best advice we can think of. One option might be free / cheap and partially effective, one option might be easy and effective, and one might be custom and achieve every dream.
Don’t propose the options if you don’t think they’re totally awesome for the client and well worth their money (even considering that they might not have budgeted for it). For example, someone comes to me for a taco for $1.50 i find out they’ve been working all day and are really hungry and feeling kinda dragged down by the day, I tell them they can get the taco for $1.50 and i’m glad to sell it to them. I don’t think they’ll fill up on 1 taco, so i can do 4 tacos for $4. They might want something that’s going to fill them up and also something they’ve never tried before, so i can give them something that will make their day feel special and energized : snake tacos for $6.
Each price is not about a huge payday, it’s about what’s the minimum we can ask so everyone walks away giggling. The only reason off the top of my head why the price would go above your lowest feeling of satisfaction is when the client will not value what we’re doing in that price range (like if they’re used to hiring $20k speakers and we would normally be at $10k) this is not just them paying arbitrarily, but they may have more value that they’re getting out of us than we might appreciate at the moment.