How to price your work as a freelancer

A few years ago, a client asked me during a call — What's your price for this work?

I had no idea.

Even today, this is the most common question I get. And for the longest time, I was stuck on it.

Clients would come to me. I'd listen. Understand the work. Know the effort. But when it came to the price, I was guessing.

A few times, this happens — on calls, I can't think clearly.

The client says a $25K–30K budget, but in my head, I'm thinking $10,000.

My worst project was with a client who had no idea what was being built and came back with random suggestions because there were too many decision-makers. Even after working for 1.5 months, I still lost the money and had to refund it.

If this sounds familiar, you'll get what I'm about to say.

I don't have a pricing problem. I have a boundary problem.

Price is not a number you pick.

It's a boundary you set once and protect.

So here's what I changed. Three things.

Never say your price first

Clients know their budget very well. They've already spoken to many designers before you. There could be many reasons they're still looking.

The point is — they're interested in you.

I stopped quoting my price first. Because the moment I say a number, I lose room to negotiate.

Instead, I ask — what's the closest investment you have for this project? Just give me a number, and it will help you give the closest number. Then, when I give you a price range, X to Y.

Small tip: Never give a fixed number. Always a range.

Why a range? Because it gives you room, so you don't sell yourself short.

Say a client tells me their budget is $15K. I can say my range is $12K to $18K, depending on the scope.

Now we're having a real conversation, not a guessing game.

There's a book called Win Without Pitching by Blair Enns. One idea stuck with me — when you name the price first, you lose power in the conversation.

Set your baseline

This one changed everything for me.

Ex: I don't work on projects below $8K, or my hourly rate doesn't go below $300.

That's my baseline.

Before this, I kept undercharging on every project. $3K projects. $2K projects.

Every time I'm getting more work, but eventually less money and more anxiety.

So I defined my baseline.

Simple rule. I don't go below it.

If your hourly rate is $100, add 25% on top.

Now you're at $125. You can negotiate from there, give a discount if you need to.

But don't go below your baseline.

Even on my form, I use price anchoring. When people come to me, they already know Faizur charges this and that amount. Wrong clients filter themselves out before we even talk.

Define the baseline.

Protect it.

That's a rule.

Know your numbers

Now you might be thinking — I get it, Faizur, but how do you actually give a budget to the client? How do you do it?

Very simple.

• I look at the scope of work.
• The missing scope — opportunities the client hasn't thought about yet.
• My past experience with similar projects.
• And how long is it gonna take me?

Then I open my spreadsheet.

• Landing page design — 20 hours.
• Signup flow design — 10 hours.
• Total — 30 hours.

Multiply by my rate. 30 × $300 = $9,000.

Add 5–10% buffer. Now I'm around $9,500–$10,000.

Every time the number looks dramatic. But it makes sense. It shows what I should respectfully charge.

Sometimes that number is too high for the client. That's fine.

I tell them — look, if I go strictly by hours, it's going to cost you X. That's probably uncomfortable for you too. What if I give you a range, X to Y — are you comfortable with that?

Now they get it. Makes sense to them. And I'm not pulling a number from thin air.

I built a simple calculator for this. If you want it — grab it here.

Even FreshBooks did a study — freelancers who raised their rates by 20% or more didn't lose clients. They got better ones.

The same thing happened to me.

Bottom line

End of day I learned that.

Price is a boundary, and I respect both sides.

Don't be greedy. Be honest. Understand your value. Respect the client — even the worst one.

Every project teaches you something.

That's how I learned the freelance basics to reach $10k a month.

Your price isn't a number. It's a boundary. Set it once and protect it.

That's all for this week.
See you next week.

Let's grow together 🙌

PS — I'm working on a big new version of my Notion CRM. Coming this month. New automation, new everything. Stay tuned. Get access now →

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