How to Raise Your Prices Like an Industry Leader in 2026

As we move into 2026, many businesses I speak with are feeling the same pressure; materials are continually increasing, wages are up, overheads are up. Yet many owners have not lifted their prices for over 12 months... or more! Seriously! How can they still be profitable? 

That is not how an Industry Leader operates.

Your pricing is not just a number on a quote. It is a statement about how you value your time, your expertise, and the standard you are setting in the market. If you wish to be perceived as an Industry Leader in 2026, your pricing needs to reflect it. The New Year is the ideal time to reset. Suppliers review their rates, new projects are being planned, and customers will expect changes.

So, here is how to increase your prices with confidence and professionalism.

1. Price Like an Industry Leader, not a Technician
What is the real difference between a contractor on $90/hour and a contractor on $150/hour?

It is rarely the suburb they work in or the brand of tools they use. Most of the time, it is this: 

The Industry Leader values their expertise, backs their standards and is willing to charge accordingly.

When I first started as a personal trainer (30 years ago mind you!), I charged $60 per session. Within two years, I was charging $260 per session. My clients were not getting a completely different trainer. The main shift was how I saw myself and the value I delivered.

It is easy to fall into the trap of thinking: “Why would anyone pay that much for me to unblock a drain, replace my ceiling fans, concrete a driveway, or refresh my bathroom? It is simple work.”

If it were that simple for your customer, they would already have done it. They are paying for:

• The years it took you to make it look simple & easy.
• The speed, safety, and reliability you bring.
• The peace of mind that the problem is gone and will not come back.

Industry Leaders charge for the solution and the certainty, not just the time on the tools.

2. Use 2026 and the New Year as Your Natural Reset
The start of a new year is the easiest time to increase prices because:

• Suppliers review and increase their own pricing.
• New projects, maintenance plans, and service agreements are being set up.
• Customers expect annual reviews and adjustments.

Rather than absorbing every increase, build your 2026 rates now. As a guide, if you have not lifted your prices in the last 12 months, look at an 8-10% increase on labour and margin on materials as a starting point.

Lock these rates in before you start quoting for the year, not halfway through when you realise your margins are being squeezed. Industry Leaders are initiative-taking with pricing; sole traders and technicians react when the bank account hurts.

3. Start with New Customers First
If you are nervous, use your new 2026 pricing on all new customers and new work from today.

• Price every new job with your updated rates.
• Monitor your quote/win rate; you will often find very little changes.
• Use these small wins to build your confidence and remind yourself of the value you provide.

Once you have seen that the market accepts your new rate, it becomes much easier to roll it out to your existing clients.

4. Communicate Clearly and Early with Existing Customers
For existing customers, professionalism is everything. Give them clear notice and a simple explanation. Here is how:

• Set a date: 2-3 months from now your new rates take effect.
• Explain why:
  > Ongoing increases in materials and labour.
  > Rising overheads (vehicles, insurances, compliance, rent, software).
  > Your continued investment in training, safety, and systems.
  > Your commitment to reliable response times and quality workmanship.

This is also a great chance to check in; ask for feedback and reinforce the value you provide.

From working with hundreds of trade and construction businesses, the most common comment I hear after a well-managed price rise is: “I should have done this six months ago.”

And if you lose a small percentage of clients, they are usually the price shoppers and time wasters that have been draining your profit and energy anyway. Let them go. Industry Leaders are not built on bargain hunters.

5. Remember: Your Pricing Is Part of Your Brand
In 2026, if you want to stand out as an Industry Leader in your trade, your prices need to match your positioning:

• Cheap says “we are just another contractor.”
• Fair, firm, and profitable says “we are a professional business that knows its value.”

You are not competing to be the lowest quote; you are competing to be the most trusted, most dependable, and most valuable choice.

Back yourself. Build your 2026 price list. Communicate it clearly. Then deliver the level of service and leadership that matches it.

If you would like assistance with your pricing for 2026, reach out to the team for guidance.

Written by Jon Mailer

CEO of PROTRADE United

Industry Leader Development Specialist to the Trade & Construction Sector