How to Price Your Freelance Work

kirstinbrenders
May 7
4 min read

Updated: Jun 14

Freedom? Yes, please.

Flexibility? Heck yes.

Clarity on what to charge? That one’s a bit fuzzier.

If you’re used to a steady paycheck and are Googling “how to price freelance work,” you’re in the right place. Pricing is one of the first big hurdles new freelancers face—and one of the most important to get right early on.

In this article, I’m breaking down the pricing principles I teach my clients, so you can stop second-guessing yourself and start earning like the pro you already are.

Kirstin Brenders drinking coffee and chatting about how to price your services and set your freelance rates.

1. Know Your Value and Costs

Before you slap a price tag on your services, you need to know two things: what you’re worth and what your life costs.

Know your worth: Your years of experience, unique skills, and perspective are valuable. The market isn’t just paying for your time—they’re paying for results.
Calculate your expenses: Tally up your mortgage or rent, utilities, groceries, software, insurance, continuing education, and taxes. (Yes, the IRS wants a piece, too.)
Set your base income goal: Work backward from the annual income you want, factoring in time off and the number of hours you want to work per week, to figure out your baseline rate. This is your financial foundation.

2. Choose a Pricing Model That Works for You

There’s no one-size-fits-all pricing method here. Your method should reflect your workflow, project type, and how you like to work with clients.

Hourly Rate: This rate is ideal for open-ended projects or when the scope of work varies. It is great when getting started.
Fixed Project Fee: This fee is perfect for clearly scoped work like strategy calls, fractional consulting, mentoring services, or done-for-you packages. It gives clients peace of mind with no surprise invoices.
Value-Based Pricing: Charge based on the outcome you deliver. If you are managing a launch and the work is expected to generate $50K in new revenue, pricing it at $5K is not outrageous—it’s strategic.
Daily Rate: Great for intensive days, workshops, or on-site consulting gigs. Especially useful if you only take on a few clients at a time.
Monthly Retainer: Best for ongoing work like online business management, social media management, email marketing, or Virtual Assistance support. Predictable income = less stress. This was the primary method I focused on at first to help ensure I had consistent income.

Kirstin Brenders, an Online Business Coach and Mentor, teaching freelancers and new business owners.

3. Do Your Homework (a.k.a. Market Research + Negotiation Skills)

Freelancing doesn’t mean making up numbers—there’s data behind it.

Research market rates: Check platforms like Upwork, LinkedIn, and industry forums to see what others charge. Also, check out what other providers offer in your market.
Adjust for scope and budget: Not all clients are created equal. A small business has different resources than a large corporate client. If a client has a specific budget, price accordingly, but don’t discount your value.
Be ready to negotiate: Don’t let fear drive your prices down. Know your minimum and stick to it with confidence.

4. Set Clear Payment Terms

Pricing isn’t just about how much—it’s also when and how you get paid.

Project-based payments: Common setups include 50% upfront and 50% upon completion, or milestone-based installments.
Retainers: Charge at the beginning of the month for ongoing services. It keeps cash flow predictable and relationships stable.
Full payment upfront: Best for one-off sessions or smaller packages. It saves you admin time and sets expectations early.

Kirstin Brenders, an Online Business Coach and Mentor, at a table teaching freelancers and new business owners.

5. Document Everything (Yes, Everything)

The not-so-glamorous but absolutely essential part of freelancing: paperwork.

Create solid contracts: Scope of work, timeline, and payment terms should all be in writing. They don’t just protect you—they clarify expectations.
Send invoices: Use templates or invoicing tools to track your income, stay organized, and show clients you mean business—because you do.
Track your time: Even if you’re not billing hourly, knowing how long something takes helps you evaluate profitability and efficiency.

6. Enhance Your Skills Continually

Freelancing is not just about working for clients; it's also about self-improvement. Stay on top of trends in your field and invest in your education.

Online Courses: Consider enrolling in courses related to your niche. They can provide fresh insights and enhance your service offerings.
Networking: Attend workshops, webinars, and conferences. Networking can open doors to new clients and collaborations.
Reading and Research: Subscribe to industry publications and blogs. Staying informed can give you a competitive edge.

Final Thoughts: You Deserve to Be Paid Well for Great Work

If you’ve spent years giving your best to someone else’s company, it’s time to redirect that brilliance into your own business—and get paid what you’re worth.

Pricing can feel overwhelming at first, but you don’t have to figure it out alone.

Inside Your Freelance Future, we explore pricing strategy, money mindset, and the real math behind sustainable freelancing. You’ll walk away with service packages you’re proud of and pricing that supports the life you want to live.

Ready to stop guessing and start earning confidently? Join us—I’ll help you build a business that pays well and feels good.

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Not ready to join the program but curious about the steps to start your freelance or online business? I got you!

Use this **free checklist** to get started! Whether you are at the beginning of your entrepreneurial path or considering leaping, I hope my insights will help you reach your goals calmly and clearly. Simply click the link to sign up and then download!

Kirstin Brenders sharing a free checklist to help women start their online business. — Click to download

Hello! If we haven't met yet, I'm Kirstin, a former corporate professional who has successfully transitioned into a small business owner. I teach women how to launch a freelance career and discover the joys on leading an online business. Binge the other value-packed articles and join the Insider's List when you're ready for a guide and community. It's your backstage pass to building a business on your own terms — packed with real guidance, less second-guessing, and a community that believes in you even on the days you're still figuring it out.