10 Polite Ways To Say, “Sorry. I Don’t Work For Free.”
Give a pro-bono referral
“I understand you’re unable to pay for this project. So the best fit for you would be someone who works pro-bono. I can give you a referral.” This may lose you the business, or it may be the polite nudge that simply tells them, “I don’t work for free so if you want me specifically for this, I will be charging you. Others may not, but I do.” Never worry that someone will ask why you charge. You don’t ask your plumber why he charges, do you? (By the way, you can say that to someone who asks you why you charge).