❓ “What if the client say no?”
They might. Not everyone will be onboard.
But if you are maxed out on time, then you have scarcity.
Sometimes you outgrow your clients and have to clear house to make room.
Extreme example:
If you were to double your prices but lost half your clients,
You’re making the same amount of money with half the effort.
The more you want the sale, the less likely you are to get it.
Go into every sales call with the attitude that you don’t need the job. The outcome is out of your hands.
Now you can act as an advisor, instead of selling to them.
❓ “How much do I raise my prices?
“I don’t want to be greedy, but I don’t want to miss out!”
The number differs for everyone.
A rule of thumb: your prices should feel a bit uncomfortable.
Test it:
Try a small raise to gauge reaction, and increase from there with the next conversation until you start to hit resistance.
If you have a troublesome client, you can take a bigger risk:
Pitch a large jump to see how they react,
If they don’t accept, then you’ve lost nothing.
If they do, then you could be raising your prices more than you think.
❓ “What if a retainer ends up more work than hourly?”
Be careful to set caps on your packages, define how much is included, what’s not.
Always give the client an opportunity to upgrade if they need more.
I usually assume they want a middle package, and ask “is that enough for you?”
❓ “How do I bring up raising my price?”
No-one likes talking about prices.
But the road to success is full of awkward conversations.
There’s no way to pitch with 100% confidence.
If you haven’t updated your prices in the last year, I guarantee you’re not charging you’re worth.
This doesn’t go away.
When I get a yes I wonder “Could I have charged more?
When I get a no I wonder “Was it too much?
✅ Bring it up over a call so you can gauge reaction.
✅ Explain why, emphasize your value, pitch with confidence, ask if they are still onboard, wait for the response.
✅ Have your packages and pricing prepared, but be prepared to tweak them on the fly.
✅ Prepare answers to all possible objections in advance
✅ Be ready to move them to the new payment method on the call.
✅ Be prepared to get a no.
Check out my full guide to pricing as a freelancer
Here’s tips on setting prices as a freelancer
