How to Price Your Drone Services and Land High-Paying Clients

So how much can you make? There are a lot of factors that go into determining that, including location, training, the drones you fly, and the type of services you provide. That being said, one of the most important decisions you will make is how to set your prices, especially when looking to land high-paying clients.

Setting prices can be a challenge for a new pilot or even for some seasoned veterans. In this article, we'll walk you through how to price your services strategically to get the most out of your market and land those high-paying clients every pilot wants.

Before jumping into how to price your services, it's important to mention who can become a commercial drone pilot. If you plan to use a drone to earn money in the United States, you can only legally do so if you have a license from the FAA. To get the Part 107 license, you need to meet the following requirements.

The exam covers everything from the reading of sectional charts to where and when you can fly a drone. If you don't already know how to read sectional charts, weather reports, or understand the rules associated with drones, you'll probably need help learning the material. Check out online courses like those offered by Altitude University, Gold Seal, and the Pilot Institute to learn everything you need to know for the test. You can also purchase study materials from trusted aviation supply stores like Sporty's.

Before you can set your prices, you need to understand your market. When I first started in the drone business, I lived in rural Montana. Few people were using drones back then, and business was slow. When I did get work, it was often for things like basic real estate photography jobs, and I would be lucky to earn $50 and a few extra bucks for gas. Fast forward a few years to when I moved back to California, and the same type of work would bring in at least $400 per gig. Understanding your market matters.

You need to do the following to get a clear picture of the market.

Drone pilots can choose to provide one type of service or diversify and offer several. Some of the more common services include real estate photography, roof inspections, crop management, thermal inspections, and mapping. Not all services are created equal. Thermal inspections, for example, require more sophisticated equipment and training than real estate photography. This means a pilot can typically charge more for this service.

With so many licensed pilots, you will almost certainly have competition. Look for pilots that offer the same or similar services as you plan to. What rates are they charging? How booked out is their schedule? Use the information you gather to determine the price range of the market. 

Once you have an idea of the average high and low rates for the market, you can determine where you fall along the scale. If you are new and are only offering basic aerial photography without editing, you'll need to start near the lower end. Remember that nothing says you have to stay within the range. If you think you can offer more than your competition, price your services accordingly. 

For example, at one point in my career, I was a licensed real estate salesperson in California. When I take on real estate photography jobs, I let my clients know I have had the training to identify red flags on a parcel that may be of concern to them. I also provide a report on the property in addition to the photos and videos I capture, with marketing tips and notes on what I saw. Since the client is getting both the pictures they need and an expert opinion on any issues that need to be addressed before a sale, I can charge a higher rate than most pilots in my region.

Now that you have a better understanding of your market, it's time to figure out your costs. Traditional models for this include looking at your fixed costs (drone, licensing, insurance), variable costs (travel, editing time), and the time you invest in a project to determine an hourly rate or quote on a project. I calculate my rates using an acronym I developed a few years ago, ARROW+T. Here's how it works.

Here is an example of how it all comes together. Let’s say a client asks me to film a parcel of land that is 50 miles from my office. They need a standard package of pictures and videos, but nothing fancy. They would also like me to leave a "For Sale" sign on the parcel. In one or two photos, they would like me to draw in the parcel boundary lines; other than that, no editing is needed.

So, when we add that all together, the total I would charge the client for this project is A($150) X R(2) = $300 + R($25) + O($15) + W($10) + T($30) = $380

Now that you can calculate the price for your services, it's time to go for those high-paying clients. It may seem counterintuitive, but most high-paying clients don't look for the lowest price. These types of clients understand they need to pay for pilots who are more experienced and have better equipment. Here are some tips for making you stand out from the crowd.

In addition to these, make sure you know your client before trying to get their business. You should understand a little bit about their industry or needs from their perspective. Create custom proposals for them rather than the generic ones you give most clients. You should also be very confident in your pricing when working with high-paying clients. If there is a question on price, highlight the value you bring and the return on investment it provides for them.

With an in-depth understanding of your market, niche, and competition, you can calculate your costs with ease and set appropriate rates. Use tools like the ARROW+T model to calculate your costs, and you can bid confidently on any project that comes your way. Remember, high-paying clients are out there, but you are required to be professional and confident at all times. When looking to win the business of these individuals, provide custom quotes and sell the value of your services. Do this, and you'll see the bookings coming in no time at all.

Do I need a drone license to offer free drone services while building a portfolio?

Yes, even unpaid commercial work requires a Part 107 license under FAA rules.

What types of drone services are most profitable in 2025?

Mapping, thermal inspections, and construction progress tracking tend to pay the most.

Can I run a drone business part-time while working a full-time job?

Yes. Many pilots start part-time and grow as demand increases.