Pricing is one of the most stressful parts of starting to freelance — price too high with no track record and you may get no responses; price too low and you undervalue your work and attract clients who don't respect it. Here's a practical way to think about it.
1. Research real rates in your specific niche first
Before picking a number, spend time looking at how others with a similar skill and experience level price similar projects on the platform(s) you plan to use. This grounds your pricing in reality instead of a guess, and shows you the realistic range for where you're starting out.
2. Choose a pricing model that fits the work
- Hourly: simplest to start with, especially for work where scope is hard to predict (ongoing admin support, open-ended consulting).
- Per-project (flat fee): works well once you can estimate how long something takes — clients often prefer knowing the total cost upfront.
- Packages/tiers: useful for productized services (e.g., "basic / standard / premium" logo packages) — it simplifies the decision for the client.
3. It's fine to start modestly — on purpose, not by accident
Early on, the goal isn't maximizing your rate on day one — it's building real reviews, testimonials, and a track record efficiently. A deliberately modest starting rate for your first handful of projects is a reasonable trade-off, as long as you have a plan to raise it.
The mistake isn't starting low — it's staying low long after you've earned the right to charge more.
4. Build in a clear plan to raise your rates
Decide in advance that you'll increase your rate after a certain number of completed projects, or after reaching a certain number of positive reviews — whichever milestone makes sense for your skill. This turns "raising my rates" from an awkward, occasional decision into a routine part of how you operate.
5. Price the outcome, not just your time, when you can
As you gain experience, especially in skills like copywriting, marketing, or web development, you can often price based on the value or outcome for the client rather than strictly the hours worked. This usually rewards efficiency and expertise rather than penalizing you for getting faster over time.
6. Be transparent about what's included
Regardless of your pricing model, be explicit about what is and isn't included (number of revisions, turnaround time, what counts as a "small" vs. "large" request). Clear scope prevents both under-charging for extra work and awkward conversations mid-project.
7. Don't compete purely on being the cheapest
It's tempting to win projects by being the lowest bidder, but this tends to attract clients who are highly price-sensitive and can make it harder to raise rates later. Where possible, compete on clarity, communication, and quality of your portfolio instead of simply undercutting everyone else.
Once your pricing feels settled, revisit our guide on writing proposals that get hired to make sure your rate is presented with the same confidence and clarity as the rest of your pitch.
Frequently Asked Questions
How should I price my services as a new freelancer?
Research real rates in your niche, choose a pricing model that fits the work (hourly, per-project, or packages), and it's fine to start modestly with a plan to raise rates.
When should I raise my freelance rates?
Set a clear milestone in advance, like a certain number of completed projects or positive reviews, so raising rates becomes routine rather than an awkward one-off decision.