Pricing & Negotiation for Freelancers

Build the cost and capacity model that tells you the lowest price you can ever accept.

1. Calculating your true hourly floorWhy dividing your old salary by 2,000 hours is wrong, and the formula that replaces it.15 min · free preview · worked example · exercise
2. Tracking time so your estimates stop lyingThe cheapest investment in pricing accuracy is thirty days of honest time tracking.12 min · worked example
3. Capacity, utilisation and the price you must chargeConnect your available hours and realistic utilisation to the price per project you need.11 min · worked example · exercise
4. Module quiz4 questions with explanations

Three methods for pricing what the work is worth to the client rather than what it costs you to produce.

1. The value conversationThe questions that uncover what a project is worth to the client before you name any number.16 min · worked example
2. Three ways to set a value-based pricePercentage of value, comparable alternative and outcome-linked pricing, with when to use each.15 min · worked example · exercise
3. Packaging scope so price and effort stay alignedDefine deliverables, exclusions and revision limits so a value price does not turn into unlimited work.13 min · worked example
4. Module quiz4 questions with explanations

Structure proposals so the client compares your options with each other rather than with a cheaper competitor.

1. Three-tier proposalsGood, better and best options, designed so the middle is the natural choice and the top is a real option.14 min · worked example · exercise
2. Writing and presenting the proposalThe sections a proposal needs, the ones it does not, and why you should present it live.12 min · worked example
3. Retainers and recurring revenueConvert project clients into monthly retainers that smooth income without turning you into an employee.12 min · worked example · exercise
4. Module quiz4 questions with explanations

Scripts and tactics for holding your price, trading instead of conceding, and raising rates with existing clients.

1. Five principles of holding your priceThe mindset and structure that stop you from negotiating against yourself.13 min · worked example
2. Scripts for the twelve common objectionsWhat to say when you hear “too expensive,” “someone else quoted less,” “can you do it for exposure” and nine more.20 min · worked example · exercise
3. Raising rates with existing clientsHow and when to increase prices for people already paying you, with a template that keeps the relationship.12 min · worked example
4. Module quiz4 questions with explanations