One of the trickiest parts of starting a freelance career is figuring out how much to charge. Set your rates too low, and you risk undervaluing your work and burning out. Set them too high, and you might scare off potential clients—especially when you’re just starting out. Pricing isn’t about guessing or copying what others are doing; it’s about understanding your value, your market, and your goals.
Here’s how to approach pricing your freelance services when you’re just getting started.
Understand the Value of Your Time
Even as a beginner, your time is valuable. Start by calculating your baseline hourly rate. Think about how much you need to earn each month to cover your essentials—rent, food, savings, business tools—and divide that by the number of hours you realistically plan to work.
Let’s say your goal is to earn $2,000 a month, and you want to work around 80 billable hours. That means you’d need to charge at least $25 an hour just to meet your base income needs. This gives you a practical starting point before factoring in other variables like experience or project complexity.
Research Industry Standards
Every industry has different benchmarks for pricing. A beginner freelance writer may start around $0.05–$0.10 per word, while a junior designer might charge $25–$40 per hour. Check platforms like Upwork, Fiverr, or freelancer communities to see what others in your niche are charging. Just remember—rates vary widely depending on location, skill level, and niche. Use what you find as a reference, not a rule.
Start with Project-Based Pricing When Possible
While hourly pricing is common, many clients prefer flat rates for projects—it’s easier for budgeting and offers clarity on deliverables. As a beginner, you can still offer project pricing by estimating how long the work will take and multiplying that by your hourly rate.
For example, if it takes you 4 hours to write a blog post and your hourly rate is $30, quote $120 for the project. Project pricing can also help you increase your earnings as you get faster and more efficient.
Factor in Prep, Revisions, and Admin Time
Don’t just charge for the time you spend actively working on a deliverable. Include time spent on communication, research, revisions, and planning. For instance, a logo design might take 5 hours to create, but 2 extra hours for client calls and edits. That’s 7 hours of work, not 5. Failing to account for these extras can lead to undercharging and burnout.
Don’t Compete on Price Alone
It’s tempting to lower your rates to attract clients, especially when you’re new. But racing to the bottom often leads to poor-quality clients and unsustainable work. Instead, compete on reliability, communication, and willingness to learn. Many clients are willing to pay a fair rate for someone who’s easy to work with and delivers on time—even if they’re new to freelancing.
Offer Tiered Pricing Packages
Creating packages is a smart way to present value and give clients options. For example, if you’re a social media manager:
- Basic Package: 5 posts/week for one platform – $200/month
- Standard Package: 10 posts/week + engagement – $400/month
- Premium Package: All of the above + strategy session – $600/month
Tiered pricing helps clients self-select based on their needs and budget, and it positions you as a professional with structured services.
Test, Adjust, Repeat
Your first price isn’t your forever price. Track your time, client feedback, and project scope. As you gain experience and build a portfolio, raise your rates gradually. If you’re consistently booked out or working overtime, that’s a clear sign it’s time to increase your prices.
Be Transparent and Confident in Your Quotes
How you present your rates is just as important as the number itself. Be clear, professional, and confident in your pricing. Avoid apologizing or justifying your rates. If a client asks for a discount, it’s okay to say no—or offer a smaller deliverable instead of lowering your rate. Pricing is part of your brand, and how you handle it sets the tone for the working relationship.
Create a Rate Sheet or Proposal Template
To save time and look polished, have a ready-to-go rate sheet or proposal template that outlines your services, prices, timeline, and payment terms. Even simple documents give you a more professional appearance and help avoid misunderstandings later on.
Pricing as a beginner is more of a process than a one-time decision. With each client and project, you’ll learn more about what your time is worth and how to charge for the value you bring. Start with clarity, be flexible, and grow your confidence—and your income—step by step.