Clients are ready to hear about fees, and they want to hear about it in person from you, not by letter or from your assistant. Remember, however, that clients often feel uncomfortable in coming to a lawyer, and some may find lawyers intimidating and may expect to find you arrogant and lacking empathy. Take the lead in talking to your client about fees and putting them at ease. Do not be shy about discussing fees with clients. Your discomfort with the subject will be sensed by the client who, in turn, will hesitate to raise questions or concerns about fees with you.
Most people value what they have to pay for, and the expect to pay for good legal services.
Generally, if clients seek you out in the first place, they will not be discouraged by the reality that you must earn a living. If that troubles them, you want to know this before you agree to represent them and likely before you end up performing involuntarily free legal services for them. Try to standardize your fee agreements and information. It also assures that you cover completely with each prospective client the important aspects of your fees and costs. The pattern of communication should start with your initial consultation.