Imagine this: you’ve just landed a meeting with a potential client, and now comes the big moment—discussing your rates. You want to ask for what you’re worth, but a nagging voice inside makes you hesitate. What if they think you’re too expensive? What if they go with someone cheaper? This scenario is all too familiar for freelancers, but according to Alison Grade, author of The Freelance Bible and a seasoned expert in the freelancing world, it doesn’t have to be.
Alison has spent her career helping freelancers turn their skills into successful businesses, emphasizes the importance of viewing yourself and your freelancing work as a high-value offering. In her class “Be a Great Freelancer“, Alison explains, “freelancing isn’t just about trading time for money; it’s about the impact your work has on your client’s business”. Understanding this concept is the key to not only commanding higher fees but also attracting better clients and creating more sustainable business relationships.
So, why is it beneficial to see yourself as high value? Alison points out that clients hire freelancers for two main reasons: they either need specialist skills they can’t afford to keep in-house or they need extra capacity to handle an influx of work. In either case, you’re offering something they can’t easily replicate, and that’s worth a premium.
Here are a few actionable steps to help you, noble freelancer, articulate your unique value:
1. Conduct a Skills Audit
Take stock of your hard skills (technical abilities), soft skills (like communication and leadership), and even those “other” skills you might not think to include, such as hobbies or languages. Alison explains, “The more you understand about what you bring to the table, the better you can articulate it to potential clients.”
2. Understand the Client’s Needs
According to Alison, you should always ask yourself these two questions whenever a new project is a possibility: “Why is this client hiring me? Is it for specialist skills or added capacity?” Understanding the reason behind a client’s need for your services can help you tailor your pitch. If you’re clear on whether you’re filling a skill gap or providing much-needed support, you can position yourself as the perfect solution to their problem.
3. Articulate the Impact, Not Just the Task
Instead of focusing solely on the tasks you’ll perform, highlight the impact your work will have on the client’s business. “It’s not about what you do, but what your work enables,” says Alison. For instance, instead of saying you’ll manage their social media accounts, explain how your work will increase their brand visibility and drive customer engagement.
4. Use Clear, Confident Language
When discussing your rates or pitching your services, use clear and confident language. Don’t use phrases like “I think” or “maybe,” as these can undermine your perceived value. Instead, be direct about what you offer and how it benefits the client.
5. Seek Feedback and Adjust
After completing a project, don’t hesitate to ask for feedback. Grade suggests, “Understanding how clients perceive your value can help you refine your pitch and improve future client interactions.” Positive feedback can reinforce your confidence, while constructive criticism can provide insights into areas where you can further articulate your value.
By following these steps, freelancers can shift their mindset from merely completing tasks to delivering high-impact results. This approach not only helps justify higher rates but also builds stronger, more trusting relationships with clients. After all, the most important tool a freelancer can have is confidence if the hard work they have accumulated over their career.
You are a luxury, desirable item—price yourself accordingly.
For more, check out The Optimism Library.
