Solo Biz Soft Editorial Team Negotiating feels uncomfortable, but it is a normal part of freelancing, and most clients expect it. The key is to know your minimum, explain your value and have options ready.
Before you talk
- Work out your minimum with the freelance hourly rate calculator.
- Decide what you can flex: scope, timeline, payment terms.
- Know your best alternative if the deal falls through.
When they say your price is too high
I understand budget matters. The price reflects [WHAT IS INCLUDED AND THE RESULT]. If the budget is fixed, I can reduce the scope to [SMALLER PACKAGE] for [LOWER PRICE]. Would that work?
When they ask for a discount
I keep my rates consistent for all clients, but I can offer a smaller scope, a longer timeline or a discount for paying in full upfront. Which would suit you best?
When they offer exposure instead of payment
Thank you for thinking of me. I only take paid projects, so I would need to agree a fee. Here is my quote for the work.
Tips
- Stay calm and friendly. Silence after you state a price is normal.
- Never apologise for your rate.
- Trade, do not give: if you lower the price, reduce the scope.
- Confirm the final terms in writing. See our contract template.
Frequently asked questions
Should I state my rate first?
Often yes, because it anchors the conversation. But be sure of your minimum.
What if I need the work?
Set your minimum in advance, so you do not accept a rate that costs you money.
How do I ask for a raise from an existing client?
See our guide on raising your freelance rates.
Related reading: How to Raise Your Freelance Rates · 10 Freelance Pricing Mistakes
This article is general guidance.