Get Paid What You’re Worth as a Freelancer
Freelancers, pricing your services and negotiating with confidence can be challenging—but you deserve to be paid what you're worth. In this engaging and uplifting conversation, sales expert Sara Dalrymple shares how to price based on value and outcomes, communicate your rates clearly, adapt to seasonal shifts, and harness the power of community to grow your business.
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10 Key Takeaways: Pricing, Negotiation & Confidence for Freelancers with Sara Dalrymple
1. Why Freelancers Undervalue Themselves
Many freelancers struggle to charge their worth because they were never taught how to ask for money confidently. Coming from a traditional job mindset, it feels unnatural to price what we love doing.
“We didn't grow up in a time where we were encouraged to big ourselves up. It’s new, and that’s why we need to talk about it more.”
2. The First Step in Pricing Your Services
Before looking at competitors, determine your own financial needs. Start by calculating how much you need to earn to cover your costs and lifestyle.
“No one is going to say, ‘Oh, I bet your mortgage is higher than this, so let me pay you more.’ You have to lead yourself in that.”
3. The Myth of Starting Low and ‘Working Up’
You don’t have to start at the bottom. Many freelancers assume they must work for low rates or even for free to gain experience, but this undervalues past expertise.
“You’re not a beginner unless you have zero experience. Stop acting like one!”
4. Pricing for Value vs. Pricing for Time
Charging by the hour limits your income potential. Instead, focus on the outcomes and transformation your work delivers.
“It’s never just about that one hour. People are paying for your knowledge, experience, and the solution you provide.”
5. A Simple Formula for Setting Your Rates
Double or triple your minimum financial requirement to allow for business expenses, time off, and growth. Pricing too low can lead to burnout.
“If you need £1,000 a week, price at £2,000–£3,000. You need to factor in rest and sustainability.”
6. Energy Management is Key to Business Success
Set boundaries around your time and focus on work that energizes you. Avoid being overbooked with low-value tasks.
“I don’t set hard rules on hours, but I know what type of work drains me. I structure my business around that.”
7. How to Approach Pricing Conversations with Clients
Be firm and confident in your pricing. If a client can’t afford your rate, offer different options but don’t lower your worth.
“I never ask, ‘What do you think of this price?’ I offer solutions and let them decide what works for them.”
8. Should You Negotiate?
Instead of negotiating price, negotiate scope—what’s included in the service. If budgets are tight, offer a lighter version rather than discounting.
“We’re not here to be dragged into endless budget negotiations. We’re here to provide value at the right level.”
9. When to Increase Your Prices
Raise rates when your experience and demand grow. Pricing should evolve based on market demand, expertise, and personal needs.
“Everything is constantly changing—your expertise, the economy, your availability. Your prices should reflect that.”
10. The Power of Community for Freelancers
Surround yourself with freelancers who openly discuss money. Being in a supportive community can help normalize charging higher rates and advocating for your worth.
“We have to be in community. Money conversations need to feel normal for us before we can confidently have them with clients.”
Final Thoughts
Freelancers, know your worth and price accordingly. You don’t have to struggle to justify your rates—focus on delivering value and communicating it effectively. Find a support system, set strong boundaries, and remember that confidence in pricing starts with you.
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RESOURCES
Connect with Sara, sales trainer and mentor for online business owners.
