How to set your freelance rates when you are starting out

The trap of a rate that is too low

Many new freelancers set a low price to land their first clients. The problem: a rate that is too low attracts clients who negotiate everything, forces you to work far too much, and is hard to raise later with the same clients.

Work out your minimum rate

1. Choose the income you want to pay yourself each month.
2. Add your costs: social contributions, taxes, software, equipment, insurance, an accountant if you have one.
3. Estimate your truly billable days: between outreach, admin and holidays, you rarely bill more than 3 to 4 days a week.
4. Divide the total by that number of days: you get your minimum daily rate, below which you lose money.

If your contributions are a percentage of your turnover, set them aside with every payment you receive to avoid bad surprises.

Hourly, daily or fixed price?

• Hourly: simple for small tasks, but the client watches the meter.
• Daily: common for long assignments or on-site work.
• Fixed price: one price for a defined result (a video, a website, a logo). The client knows what they are paying for, and you earn more if you work efficiently. Be clear about what is included and how many rounds of changes.

Look at the market, without matching the cheapest

Compare the prices of other freelancers in your trade and at your level (on their websites, on platforms, in freelance groups). Use them as a benchmark, not a goal: your price also depends on what your work brings the client.

Announce your price with confidence

• Give a clear price, not a vague range.
• Remind the client what they get before announcing the amount.
• Offer two options (basic and complete) rather than lowering your price.
• Always put your quote in writing before you start.

A good price is much easier to defend when you have several prospects on the go: once your calendar fills up, you no longer need to accept any rate.

FAQ