There’s at least one client you’re working with right now that you know you should have raised your rates with months (if not years) ago…
They've been getting expert-level work at beginner-level prices while you've been practicing the fine art of professional procrastination.
Every month you don't have this conversation is another month you're leaving money on the table with the clients who already trust you most.
It’s time to have THE TALK with all of them…
The problem:
It feels impossible to raise rates with existing clients without seeming ungrateful or risking the relationship.
You'd rather eat the financial loss than face an awkward money conversation or face losing the client.
The benefit of solving it:
Your longest client relationships become your most profitable ones instead of your biggest regrets.
Plus, you start earning more in your business and have more time to develop future leads (because you now need fewer clients, or you can now afford to subcontract more help, or both).
Why what you've tried has failed:
You're going into the conversation expecting them to say no and be annoyed or feel betrayed.
You don't have a value-based framework to justify the increase, so it feels like you're just asking for more money because you want it.
Here's how to solve it:
A successful rate-rise conversation comes down to 2 core things:
Preparation and communication.
Just like you would prepare for a meeting with a prospective client, you want to prepare for a rate rise conversation as well.
Start by documenting the wins:
What problems have you solved?
What results have you delivered?
How has their business grown since you started working together?
This is no time to be modest.
Be prepared to reminisce about the “big wins” that you’ve helped the client accomplish so far as a strategic partner.
Tie your rate increase to the measurable value you've delivered since you started working together.
Resist your urge to justify, apologize, or explain the rate increase.
This is what’s best for your business, and there’s no explanation needed beyond that.
You can prepare even more by thinking about what objections your client might have, and how you will address them.
Have a few different package options in mind that you can present as alternatives so you’re ready depending on how the conversation goes.
That way, if they can’t come to the new rate, you can have a scaled down package available in order to keep the budget where they need it.
Begin the conversation with a heartfelt thank you for their ongoing partnership and let them know that this conversation is all about ensuring the growth and sustainability of your freelancing business (which ultimately benefits them too).
Your goal is to demonstrate your commitment to a collaborative partnership.
Be an attentive listener and encourage them to share their thoughts and concerns.
When addressing their concerns/objections, use the preparation you've done to provide thoughtful responses.
Everything we just covered helps you have THE TALK…
But there’s a lot that goes into pricing beyond that.
Like figuring out the actual number you put on your next proposal.
That’s why I’m running a live workshop on June 8th all about pricing →
And when you join live, you’ll get access to my AI Pricing Calculator which includes:
A list of must-ask questions to ask on your discovery calls to get all the info you need to price the project effectively
The AI prompt to exact these answers from your call transcripts and use them to calculate the project price bracket down to the dollar
The language, positioning, and value anchors to close deals at higher margins or to negotiate based on scope.
Once you learn how to price for sales, you'll use it on every project, every client, and every quote for the rest of your career →
Like Jess did inside The Freelancing Program to raise her rates 15% with a long-term client and secure another new project at the higher rate the same week.
It’s happening LIVE on June 8th and there’s a 300 seat capacity, so grab your seat before we sell out 👆
Best,
Jamie
