At the start of every project, the scarcity mindset will destroy your perceived value. Will you loan a dollar to a businessman or a bum? There is a part of us that thinks poverty is contagious. We want to flee from people who are desperate.
If you are broke, people know they can get away with paying you nearly nothing. People see weakness and they think about the money they can save. If you project that you are busy and successful, the same client will pay you more.