This is something a lot of freelancers get wrong → 

They think negotiating your rate starts when the client asks for a price.

But really, it starts way earlier.

The Problem

You’re trying to win the client (vs. vet them), so you say yes too fast, don’t ask important questions that give you insights into the project, and give the client way too much power before earning any trust.

The Benefit of Solving It

Better clients, better projects, and higher rates.

Why What You’ve Tried Has Failed

You’re focused on making a good impression, being easy to work with, and “winning” the gig, instead of following strategic steps. 

Here’s How to Solve It

Even before the first meeting is set, you're setting yourself up as a strategic partner and professional…or a desperate, expendable contractor who can be haggled with. 

From the very beginning, don’t chase a lead just because it came into your inbox.

Hint: when it comes to booking a time on your calendar, there is such a thing as too available. 

Remember, your goal is to get the information you need to determine a fair rate for the project (while also ensuring it’s a good fit for your services and business). 

When you do get on a call, ask a few smart questions first: 

• What’s the goal here? 

• What’s driving this timeline? 

• What’s success look like for you?

That alone shifts control to you and tells the client you’re not just trying to land the gig, but you’re a strategic partner that will lead the project.

It also gives you valuable context for giving an accurate and informed rate. 

You can’t name a number until you know the scope, stakes, and expectations. 

Some clients will push for a rate early on, in that case say something like: 

“Once I know more about the project goals and scope, I’ll share a few pricing options that fit.”

And when you have the clarity to give a number…

Say it and shut up!

You don’t need to justify your rate with a list of deliverables or your qualifications. 

Just let silence do its job. 

When you take control and set the tone from the start, you take control of the whole relationship and walk into a rate conversation with leverage to quote with confidence and not desperation. 

Best, 

Jamie

Join the First Daily Briefing Built for Freelancers

Workforce_3.0 is a daily email brief for freelancers, entrelancers, and intralancers looking to future-proof their business.

It's basically your shortcut to staying smart, sharp, and self-employed in this new era of work.

Every issue of Workforce_3.0 is sent daily at 8am ET, and includes a includes a free, plug-and-play asset for your freelance business.

Like a Cracker Jack toy... if the toy was a lead gen engine. 

And you get ‘em 5x per week!

>> Click here to subscribe for just $4.99/month!