How to Price Your Floral Arrangements Without Undervaluing Your Work

One of the most challenging parts of starting a floral design business is figuring out how to price your arrangements. When you’re just getting started, it’s tempting to keep your prices low in order to attract clients, build a portfolio, or avoid uncomfortable conversations about money. But undervaluing your work not only puts your business at risk—it also sends the message that your time, creativity, and skill aren’t worth much. That couldn’t be further from the truth.

As a floral designer, you’re not just selling flowers—you’re selling a thoughtfully crafted design, your artistic vision, the time you spend sourcing and conditioning blooms, arranging, delivering, and sometimes even setting up and cleaning up. Pricing your work fairly ensures that your business is sustainable and that you can continue doing what you love without burning out. So how do you do that with confidence?

Start by understanding your costs—both hard and soft. Hard costs include your flowers, greenery, floral tape, foam, ribbon, packaging, and vases. Soft costs include your time, transportation, studio space (even if that’s your dining room), tools, and utilities. A common formula in the floral industry is to take your wholesale flower cost and multiply it by three or four. This markup helps account for labor, overhead, and profit. If your arrangement also includes custom work, hand delivery, or event setup, don’t forget to include hourly labor as well—many florists charge between $25 and $75 per hour depending on their experience and market.

It’s also important not to fall into the trap of undercutting others just to win business. Competing solely on price is a race to the bottom, and it can devalue the entire floral industry. Instead, focus on what makes you and your work unique. Maybe it’s your attention to detail, your style, or your commitment to sustainability. Clients who value quality and service will understand that great design and fresh, reliable blooms come at a price.

Researching your local market can also help guide your pricing. Take a look at florists near you who share a similar aesthetic, niche, or business model. What are they charging? Are they offering packages or custom quotes? While you don’t need to copy their prices, understanding where you fit in the local landscape helps you set expectations—and if your prices are significantly lower than everyone else’s, it can raise questions about the quality of your work.

When clients ask about pricing, it’s okay to be transparent about how you calculate it. You might say something like, “My pricing reflects the cost of high-quality flowers, materials, labor, and design time to ensure your arrangement is beautiful and long-lasting.” What’s important is that you never apologize for your prices. You’re offering a professional service, and confidence in your value inspires trust in your clients.

Another common pitfall for beginners is forgetting to include a profit margin. Profit isn’t greedy—it’s necessary. If you’re only charging enough to break even, your business won’t be able to grow. Building in at least a 20–30% profit margin ensures that your work pays you fairly and supports your business long-term.

If custom quotes feel overwhelming or time-consuming, consider creating packages or starting-at pricing. For example, you might list that centerpieces start at $75 or bridal bouquets begin at $175. This gives potential clients a sense of your pricing structure while giving you the flexibility to adjust based on scale and complexity.

Finally, track everything. Whether you use a spreadsheet, floral software, or a simple notebook, keeping a detailed record of your flower costs, labor hours, and final pricing helps you better understand your business. Over time, you’ll notice patterns, refine your process, and be able to adjust pricing confidently.

Remember, your work has value. You bring beauty, meaning, and joy into people’s lives through your designs. Fair pricing isn’t just about making money—it’s about respecting your artistry and building a business that can thrive. You’re not “just starting out.” You’re already creating something special, and that deserves to be honored—with both appreciation and fair compensation.