Every freelancer when they start working faces a similar question: 

How to charge as a freelancer or how to price your services. 

You know that you can design, write, and code like a pro, but when it comes to pricing, things get a little messy. 

You start wondering whether it’s too high or too low. And sometimes you even regret pitching the price.  

So, if you have ever sat staring at a blank proposal wondering, “how much should I charge?”, you are not alone. 

You don’t have to price up your freelance services based on what others are charging. You need to understand the project as well as your own worth.  

And in this article, we are going to discuss the most practical ways that will help you set the pricing right for your freelance services.  

Freelance pricing guide: How to Price Your Services as a Freelancer 

1. Understand What You’re Actually Selling 

Don’t rush directly to the numbers, take a step back first and ask yourself first: what are you actually selling? 

You might have an answer like I am selling designs, articles, or code. But that is just the medium; what you are truly selling is value. 

For example, 

• A graphic designer isn’t not selling logo, they are selling a brand’s first impression 

• A writer is not only selling words, but they are also selling SEO ranking, and engagement 

• A developer isn’t just selling code; they are selling a well performing and scalable platform.  

So, when you understand that you are not just selling hours but the actual outcomes, the pricing strategy will change, and your numbers will start to make more sense. 

It is no longer about what others are charging; there are a number of freelancers out there selling what you sell. 

So, it has to be more about what value you create and how it will help impact your client’s goal.  

So, ask yourself: 

• What problem am I solving? 

• How much is this problem costing the client right now? 

• What difference will my work make in their business? 

That’s where real pricing begins. 

2. Forget “One Price Fits All” 

Just ask yourself, how many times did it happen that you pitched the same pricing to more than one client. 

That is the most common mistake freelancers make. But your pricing needs to change based on multiple factors like: 

• Client type: A funded startup can pay more than a local bakery. 
   
   

• Project scope: A one-time logo design is not the same as full brand identity work. 
   
   

• Timeline: If it’s urgent, you get paid more. If it can wait, the pricing will go down. 
   
   

• Complexity: A basic website and a custom web app are two different things. 

So, instead of just using a flat rate for all clients, create a flexible pricing structure.  

It will take some time, but it’s better to take an hour extra on pricing than losing a potential client with the same pricing.  

Pro tip: keep a minimum acceptable rate in mind. That’s your “I won’t work below this” number. It helps you negotiate with confidence without understanding yourself. 

3. Know Your Numbers 

This part might feel boring but it’s the foundation of everything. You can’t price your services well if you don’t know your costs. 

Start with this simple calculation: 

(Desired annual income + yearly expenses) ÷ billable hours = hourly rate. 

Let’s say you want to earn $60,000 a year, and your yearly expenses (software, taxes, workspace, and internet) add up to around $10,000. That makes a total of $70,000. 

If you work 48 weeks a year, and about 20 billable hours per week (after accounting for admin tasks, client calls, and breaks), that’s 960 billable hours. 

$70,000 ÷ 960 = $72.91 per hour. 

This gives you your base rate.  

Charge lower and you are undervaluing yourself. Charge higher and you are making healthy profits.  

So, knowing these numbers will help you negotiate better. You will stop guessing and start making better decisions.  

4. Choose a Pricing Model That Matches the Project 

You are not supposed to bill all projects in the same way. Here are some of the models that you can use to price your services. 

a) Hourly Pricing 

You charge for every hour worked. It’s a very simple model to calculate. You get paid for what you work for. In this model, the pay will be unpredictable as in some months you might have more work and, in some months, less.  

Best for: Short-term or unpredictable projects. 

b) Project-Based Pricing 

You set a fixed price and timeline for the project based on what the scope and deliverable are. This gives clients clarity on everything.  

Best for: Defined projects with clear outcomes. 

c) Retainer Model 

This is what most freelancers want. You get a fixed amount every month and ongoing work, so you don’t have to find new clients every month. It gives you a stable income + predictable workload.  

Best for: Long-term relationships or recurring tasks like content creation or social media management. 

d) Value-Based Pricing 

You price your service based on the value it creates for the client. For example, if your campaign can help a brand generate $10,000 in revenue, charging $2500–$2000 makes sense. 

Best for: Experienced freelancers who can link their work directly to results. 

The key is to mix and match. For example, start a relationship with project-based pricing and later shift to a retainer once you prove your value. 

5. Study the Market, But Don’t Copy It 

It’s smart to research what others charge, but don’t treat it as a base for pricing. 

If two freelancers are doing the same work, it doesn’t mean both should charge the same. 

Your pay should depend on your skill, positioning, and client base.  

So, instead of asking, “what is your average rate”, ask “what your ideal clients usually pay for the value you’re offering.” 

Here is a small trick: check freelance job boards and agency pricing pages. You will see a pattern that high-end clients don’t pick up the cheapest options, but they look for expertise and reliability.  

Your goal should be to be seen as a specialist.  

And specialists don’t compete on price; they compete on real results. 

6. Build Pricing Confidence Through Positioning 

If you think that one client paid you $5,000 dollars, you can ask every client for the same amount of money; you are wrong. 

One client might have paid a higher amount, but even to make yourself believe, and if you are doing the work that is valued at $5,000, you will need to generate results. 

And that will help you know your worth.  

When you have achieved results and present the same work with confidence and clarity, your clients will take the pricing seriously.  

Start by improving your presentation: 

• Show past results with metrics. 

• Add testimonials that highlight impact, not just satisfaction. 

• Speak the client’s language. Instead of “I’ll design a landing page,” say “I’ll help you improve your sign-up rate.” 

Position yourself as a value provider and problem solver, not just a service provider. Once your clients see the ROI, your pricing will become a business investment and not just an expense for your clients.  

7. Learn to Say No 

Sometimes the best pricing strategy is knowing when to say NO. 

In point 3, we discussed minimum pricing. 

And if clients insist on low pay, and keep negotiating, consider it a red flag. 

Every time you say yes to such projects, remember you are giving your time and you might have to say NO to a better and high paying project tomorrow.  

Here’s a simple rule: if the project doesn’t cover your minimum acceptable rate and doesn’t bring any strategic advantage (like a portfolio boost or future work), it’s not worth it. 

Saying no with respect is part of growing as a professional. 

8. Create Packages Instead of Just Prices 

Clients often don’t meet clear requirements.  

They are like, “i need to improve my website ranking, how can you help?” 

So, it’s better to create packages that can help deliver results. 

For example, if you’re a writer: 

• Basic Package: 1 blog post + basic SEO 

• Standard Package: 4 blog posts + keyword research + revisions 

• Premium Package: 8 blog posts + SEO + content strategy session 

Packages make your offer feel structured and scalable.  

Plus, clients naturally move towards the middle option, that often becomes your sweet spot.  

9. Add Room for Growth 

One of the smartest moves in freelance pricing is building flexibility for future raises. 

You cannot keep working on the same pricing for 5 years. Afterall, inflation hits everyone1 

So, every few months, review your rates. 

If you have given results, upgraded your workflow and worked with bigger clients, it is time to ask for more. 

But remember, as a freelancer, you cannot ask for a raise every six months or a year like a salaried person. 

While asking for a raise, you need to show value in numbers. 

If clients see the results, they will pay more. 

Think of pricing as a reflection of your professional growth, not a one-time decision. 

10. Communicate Your Price Professionally 

How you say your price matters as much as the number itself. 

When sending a proposal, don’t just write the amount.  

Always add a short explanation of what is included, the value you bring and what outcomes the client can expect.  

For example: 

“The total investment for this project is $5000. This includes market research, wireframes, full design, and two revision rounds. The goal is to create a website that increases conversion and aligns with your upcoming product launch.” 

See the difference? You’re framing it as an investment, not a cost. 

And when you deliver it, say it with confidence. The silence is fine. Don’t rush to justify or lower it.  

Let the client process it. 

11. Test, Learn, and Adjust 

Pricing isn’t something you get right once. It’s something you refine over time. 

Experiment with different pricing models. Try premium offers for clients who value speed and quality. Offer smaller “entry projects” for new clients to build trust. See what resonates most. 

Keep notes after every project: 

• Did I underestimate the time? 

• Was the client satisfied? 

• Did I enjoy the work for that price? 

These reflections help you build a personal freelance pricing guide that’s grounded in experience, not assumptions. 

Bonus: Use Psychology to Your Advantage 

Pricing is partly math, partly perception. 

Here are a few tricks that work: 

• Avoid round numbers like $10,000. Use $9,800 or $10,200. It feels more precise and intentional. 

• Anchor your pricing with a high option first. It makes the next one look reasonable. 

• Offer limited-time bonuses instead of discounts. For example, “Book before Friday and get a free strategy call.” 

These small tweaks create a sense of value without lowering your worth. 

Final Thoughts 

Learning how to price your services as a freelancer isn’t about copying other people’s rates. It’s about understanding your value, your goals, and your clients’ expectations. 

If you take one thing away from this freelance pricing guide, let it be this: don’t charge for what you do, charge for what it does for your clients. 

Your prices tell a story about your confidence, your professionalism, and your value. So, make sure that story sounds like someone who knows exactly what they bring to the table. 

And remember, every freelancer you admire once struggled with the same question: how to charge as a freelancer. The only difference is that they started experimenting until the numbers started making sense. 

Your turn. Start pricing like you mean it. 

FAQ’s 

1. How do I know if my freelance rates are too low or too high? 

A simple way to judge is if your clients are accepting you’re pricing most of the time, you are undercharging. And if every client feels like it’s too high, well, it too high.  

2. Should I charge hourly or per project? 

It depends on the type of work; you cannot fix one pricing model. For ongoing work and unclear tasks, hourly rate works best. But with clear deliverables, project-based pricing is better. You will learn this as you work with multiple clients.  

3. How can I raise my freelance rates without losing clients? 

First of all, you need to justify the raise. You have to go with real results, in numbers. Communication with this will help the client see the value delivered and the impact that it has had on their business. Most clients appreciate honesty and will stay if they see consistent value.

4. What if a client says my price is too high? 

Simply ask what their budget is and compare it with the scope of the work. If you feel like the price justifies the workload, discuss it with the client. And if you feel that the scope can be adjusted to match the client’s budget, adjust it.  

5. How often should freelancers review and update their pricing? 

Ideally, every six months. Review your workload, see the value delivered, and also check what new clients you are attracting. If your skills and results have improved, your pricing should also reflect that progress.