The first thing I do after getting the basic information is find out what their budget is, and what they can afford to pay.

They may have a $1,000 or a $100 one.

If they don't know or have no idea then I try to get them to come up with a figure and if it's too low, I let them know why it should be higher- so I will be able to do the gig.

If you, at first, tell them you charge $400 you may miss out on $300 gigs and you may get paid $400 instead of $1,000.

Richie