How to Price Your Freelance Services
Learn how to price your freelance services with confidence, clarity, realistic packages, and professional boundaries.
Before You Start
In Lesson 18: Writing Freelance Proposals That Win Jobs, you learned how to explain your value to potential clients. But once a client is interested, one question quickly appears: how much will it cost? That is where pricing becomes important.
Pricing is not just about choosing a number. It affects your confidence, your client quality, your workload, your delivery standards, and your ability to keep freelancing long term. This lesson connects to Lesson 20: Landing Your First Freelance Client because your first client needs a clear offer. It also connects to Managing Freelance Income and Budgeting later in the academy, where you will learn how to handle income after you start earning.
Beginner freelance pricing should be based on skill level, time required, project scope, complexity, client value, market research, revisions, and the exact deliverables included. Include platform fees, payment costs and business expenses in your estimate. Create clear packages, track actual time and review prices using evidence. Neither a low price nor a higher price guarantees work.
Learning Objectives
By the end of this lesson, you should be able to choose beginner-friendly freelance prices without guessing or undercharging forever.
- Understand the main factors that affect freelance pricing.
- Compare hourly, fixed, and package pricing.
- Create starter, standard, and premium service packages.
- Define scope, revisions, delivery time, and add-ons clearly.
- Prepare for Lesson 20, where your pricing will support your first client offer.
Why Freelance Pricing Matters
Many beginners feel nervous about pricing. Some charge too little because they lack confidence. Others copy prices from random freelancers without understanding what is included. Some avoid pricing completely and tell clients, “Pay anything.” This can lead to confusion, stress, and poor client relationships.
Your price should reflect the work, the time, the scope, the value, and the level of proof you have. It should also protect your energy. If a project takes five hours but you charge as if it takes thirty minutes, you may feel tired, frustrated, and tempted to deliver lower-quality work. Pricing affects quality because good work needs time and attention.
Pricing also affects trust. Clients often feel more comfortable when the price is connected to clear deliverables. A package that says “5 Canva Instagram posts, 1 revision, 3-day delivery” is easier to understand than “I do design.” A writing offer that says “800-word blog post, outline, draft, and 1 revision” is clearer than “I write articles.”
That is why this lesson uses the same clarity you developed in Lesson 6: Finding Profitable Freelance Services, Lesson 14: Creating High-Converting Portfolio Samples, and Lesson 18. Pricing works best when your service is already clear.
“Your price should protect your time, explain your value, and make the client understand exactly what they are buying.”
— MoneyOnliners Editorial TeamThe Main Factors That Affect Freelance Pricing
Before choosing a price, review the factors below. These help you avoid random pricing and make better decisions.
| Pricing Factor | What It Means | Question to Ask |
|---|---|---|
| Skill Level | Your demonstrated ability to deliver the agreed work. | Can I deliver this well without guessing? |
| Time Required | The real time needed to complete the work. | How many hours will this take from start to finish? |
| Project Scope | The exact work included. | What deliverables are included and excluded? |
| Complexity | How difficult or detailed the work is. | Is this basic, intermediate, or advanced? |
| Client Value | How useful the result is to the client. | How does this help the client save time, improve quality, or grow? |
| Revisions | The number of changes included. | How many revisions are fair for this price? |
| Urgency | How fast the client needs the work. | Does the deadline require rush pricing? |
| Proof | Your reviews, samples, testimonials, and case studies. | Do I have proof that supports a higher price? |
Pricing Research Sheet
Compare like-for-like services before choosing a price. An advertised rate is a signal, not proof of completed sales or take-home earnings.
| What to Record | Why It Matters |
|---|---|
| Service and client type | Compare offers for similar tasks and customers. |
| Deliverables and exclusions | Check quantity, complexity, source files and research. |
| Currency and price basis | Separate hourly, per-project and monthly prices. |
| Revisions and deadline | Different terms can explain different prices. |
| Fees, tools and proof | Estimate your costs and note the evidence supporting the offer. |
| Source and date | Keep the link and date so you can review it later. |
Record three relevant examples, then build your own offer using your actual scope and costs. Do not copy another freelancer’s description or assume their rate suits your business.
Hourly, Fixed, and Package Pricing
Freelancers usually price services in three main ways: hourly rates, fixed project prices, and service packages. Each method can work, but beginners should understand when to use each one.
| Pricing Method | Best For | Beginner Warning |
|---|---|---|
| Hourly Pricing | Ongoing work, unclear tasks, admin support, research, consulting. | Track time honestly and explain what counts as billable time. |
| Fixed Project Pricing | Specific projects with clear deliverables. | Define scope before starting or the project may grow too large. |
| Package Pricing | Repeatable services such as design packs, blog posts, formatting, or monthly support. | Make each package clear and avoid unlimited revisions. |
Pro Tip
Beginners often do well with packages because packages make the offer easier to understand. This is especially useful when preparing your first offer in Lesson 20.
Create Simple Service Packages
A package turns your service into a clear offer. Instead of saying “I do Canva design,” you can say “I will create 5 Canva Instagram posts with 1 revision and 3-day delivery.” The second offer is easier to buy because it is specific.
Starter Package
A small, low-risk offer for new clients. Example: 3 social media designs, 1 short article, or 1 simple tracker.
Standard Package
A stronger offer with more complete deliverables. Example: 10 social media designs or 4 blog posts.
Premium or Monthly Package
A bigger package for clients who need consistent help. Example: monthly content pack or weekly admin support.
| Service | Starter | Standard | Premium / Monthly |
|---|---|---|---|
| Canva Design | 3 posts | 10 posts | 20 posts + content calendar |
| Blog Writing | 1 short blog post | 4 blog posts | Monthly blog content package |
| Virtual Assistance | 2 hours admin support | 5 hours admin support | Weekly or monthly support |
| WordPress Support | 1 post upload | 5 post uploads | Monthly blog upload support |
Service Package Planning Example
This fictional Canva offer demonstrates scope. Set the price after estimating your own time and costs.
| Term | Example Package |
|---|---|
| Deliverables | 5 square social posts using supplied copy and brand assets. |
| Included revisions | 1 consolidated round of edits within the original brief. |
| Delivery | 3 business days after the brief and required assets are received. |
| Files | PNG exports and an editable Canva link, where asset licensing permits. |
| Excluded work | Copywriting, posting, new concepts and extra sizes unless separately agreed. |
| Price and currency | State the calculated package price and currency before acceptance. |
Calculate a Price That Covers the Work
Estimate all project hours, including research, communication, production, the included revisions, checks and delivery. Count each task once. Choose a target hourly amount based on your circumstances and evidence, not a universal beginner rate.
Time-Based Starting Point
Base labour amount = total estimated project hours × target hourly amount.
If one percentage fee applies to the entire quoted amount: quote = (base labour amount + allocated project costs + fixed transaction costs) ÷ (1 − percentage fee).
Enter the fee as a decimal: 20% is 0.20. This simplified formula does not cover every fee structure, currency conversion, tax or refund. Use the platform’s actual calculator and check whether your target already includes overhead so you do not count costs twice.
Worked Example: Illustrative USD Figures
Assume 4 total project hours, a $10 hourly target, $5 of allocated costs and a 20% percentage fee, with no additional fixed charges. These are teaching assumptions, not recommended market prices.
| Step | Calculation | Amount |
|---|---|---|
| Labour target | 4 × $10 | $40.00 |
| Amount needed after percentage fee | $40 + $5 costs | $45.00 |
| Quote before percentage fee | $45 ÷ 0.80 | $56.25 |
| Percentage fee | $56.25 × 0.20 | $11.25 |
| Remainder after fee and costs | $56.25 − $11.25 − $5 | $40.00 before tax |
If the work actually takes 5 hours, the same $40 remainder is $8 per project hour before tax. Tracking time tells you whether to improve the process, reduce scope or change future quotes. This is not your full business take-home rate; unpaid prospecting, downtime and other overhead also matter.
Check Current Platform Fees
As checked in October 2026, Upwork states that its freelancer service fee ranges from 0% to 15% per contract, with the applicable percentage shown before you commit. Use your actual contract percentage rather than assuming every contract costs 10%.
Fiverr’s official earnings guidance says freelancers receive 80% of the purchase amount from completed orders, including extras and tips. Withdrawal costs, conversion and taxes may further affect the amount available to you. Keep client-side charges separate from your own seller fees.
Allow for the Whole Business
Estimate monthly business costs and realistic billable hours. Not every working hour is paid. Include the cost of tools, prospecting, administration and payout methods where relevant. Check tax obligations for your location without assuming one percentage applies globally.
For direct clients, agree currency, scope, payment timing and any deposit before work begins. On marketplaces, use their required order, contract and payment workflow. Tool and payment availability varies by country and account; check current eligibility and fees before choosing a provider.
Define Scope, Revisions, and Delivery Time
Pricing without scope is dangerous. Scope means what is included and what is not included. If you do not define scope, a small project can become a large project without extra payment.
Revisions are also important. A revision is a change after the first draft. You should include a fair number of revisions, but not unlimited revisions. Unlimited revisions can create stress and make the project unprofitable.
| Pricing Detail | Weak Version | Stronger Version |
|---|---|---|
| Deliverables | I will design posts. | I will design 5 Canva Instagram posts. |
| Revisions | Unlimited changes. | Includes 1 revision round. |
| Delivery Time | Fast delivery. | Delivery within 3 business days. |
| File Format | I will send files. | Final PNG files plus Canva editable link. |
| Extra Work | Anything you want. | Extra posts or extra revisions are billed separately. |
Agree Changes Before Doing Extra Work
A revision round is one consolidated set of changes within the agreed brief. New deliverables, a new direction or additional formats may require a change quote. Correct mistakes against the original agreement without treating every correction as a paid extra. Confirm changes, price and revised deadline in writing before proceeding.
Illustrative Beginner Examples
These fictional scenarios show pricing decisions. They are not verified student results or promises of clients, income or acceptance of higher prices.
Example 1: Daniel Stops Undercharging
Daniel charged one low price for every Canva project. Some projects took one hour, while others took six hours. After tracking his time, he created three packages with clear deliverables and revision limits. His pricing became easier to explain and his work became less stressful.
Example 2: Ruth Prices Blog Writing Clearly
Ruth offered “blog writing” but clients kept asking for research, images, SEO, and edits. She created packages for short posts, standard posts, and monthly content. Each package explained word count, research level, and revisions. Clients understood her offer better.
Example 3: Brian Adds Revision Limits
Brian allowed unlimited changes on his first design projects. One client kept requesting changes for two weeks. Brian updated his packages to include one revision round and extra charges for additional revisions. This protected his time.
Example 4: Amina Raises Prices Gradually
Amina started with beginner prices while building her portfolio. After completing several projects and collecting testimonials, she raised her prices gradually. Because she had proof and better samples, the increase felt natural.
Price Review Tracker
Review actual results after each project rather than increasing prices automatically.
| Metric | Record and Review |
|---|---|
| Quoted price and currency | Record the agreed amount and any approved additions. |
| Estimated vs actual hours | Include communication, research, revisions and delivery. |
| Fees and allocated expenses | Record platform, payment, tools and other business costs. |
| Pre-tax remainder per hour | Divide revenue after recorded fees and costs by actual project hours. |
| Scope changes and feedback | Identify where the estimate or service needs improvement. |
| Next decision | Keep the price, narrow scope, improve the process or test a new quote. |
Apply new prices to future quotes or changes agreed with the client. Do not change an accepted price unilaterally.
Common Beginner Mistakes
❌ Guessing Prices
Base your price on time, scope, complexity, value, proof, and market research.
❌ Offering Unlimited Revisions
Unlimited revisions can turn a simple project into unpaid extra work.
❌ Underpricing Forever
Beginner pricing is okay at the start, but your prices should grow with your skill and proof.
Internal Links and External Resources
Use the links below to continue learning and support your freelance pricing system.
Related MoneyOnliners Lessons
https://moneyonliners.com/writing-freelance-proposals-that-win-jobs/ Landing Your First Freelance Client
https://moneyonliners.com/landing-your-first-freelance-client/ Finding Profitable Freelance Services
https://moneyonliners.com/finding-profitable-freelance-services/ Creating High-Converting Portfolio Samples
https://moneyonliners.com/freelance-portfolio-samples/ How to Create a Winning Fiverr Profile
https://moneyonliners.com/how-to-create-a-winning-fiverr-profile/ How to Create an Upwork Profile That Gets Clients
https://moneyonliners.com/how-to-create-an-upwork-profile-that-gets-clients/ Communicating Professionally with Clients
https://moneyonliners.com/communicating-professionally-with-clients/ Managing Freelance Projects Successfully
https://moneyonliners.com/managing-freelance-projects-successfully/ Managing Freelance Income and Budgeting
https://moneyonliners.com/managing-freelance-income-and-budgeting/ Finding Long-Term Clients
https://moneyonliners.com/finding-long-term-clients/
Official External Resources
https://www.upwork.com/ Fiverr Official Website
https://www.fiverr.com/ Google Docs
https://docs.google.com/ Google Sheets
https://workspace.google.com/products/sheets/ Wave Accounting
https://www.waveapps.com/ PayPal
https://www.paypal.com/ Wise
https://wise.com/ Stripe
https://stripe.com/ Upwork: Freelancer Service Fee
https://support.upwork.com/hc/en-us/articles/211062538-Learn-about-the-Freelancer-Service-Fee Fiverr: Earnings and Seller Share
https://help.fiverr.com/hc/en-us/articles/9234443621137-Your-earnings-page
Weekly Challenge
Create Your First Pricing Table
Choose one freelance service. Create three packages: starter, standard, and premium or monthly. For each package, write the deliverables, revision limit, delivery time, file format, and price. Then check whether the price protects your time.
Reflection: What Did You Learn Today?
- What service are you pricing first?
- What deliverables will your starter package include?
- How many revisions will you include?
- What is your next step after this lesson?
- What fee or overlooked cost could make this project unprofitable?
- Next lesson to cover: Landing Your First Freelance Client.
Key Takeaways
- Freelance pricing should not be random.
- Time, skill, scope, complexity, value, and proof affect price.
- Packages make your service easier to buy.
- Revision limits protect your time and energy.
- Review prices as costs, delivery quality and demand change; honour existing agreed terms.
- Your next step is to use your pricing to land your first client in Lesson 20.
Lesson 19 Action Workbook
Complete these exercises here or in your notebook. Answers are not submitted or saved automatically. Print or save a PDF before leaving.
MoneyOnliners Freelancing Academy
Module 3: Profiles, Proposals and Clients · Lesson 19 of 40
How to Price Your Freelance Services
Your name and date
Write your name and today’s date.
1. Define one service
Describe the client, deliverables, quantity, quality checks and exclusions.
2. Research comparable offers
Record three sources with date, currency, pricing method, scope and evidence. Distinguish advertised prices from completed sales.
3. Estimate total time
List research, communication, production, included revisions and delivery hours. Count each task once.
4. Record fees and costs
Check the actual platform fee, payment costs, conversion, tools and overhead. Note what your target rate already covers.
5. Calculate a starting quote
Write your target rate, total hours, costs and fee assumptions. Calculate the quote, then check it using the platform calculator where available.
6. Define packages and terms
Draft starter, standard and larger offers, or one offer if that is enough. State price, currency, deadline, files, revisions and exclusions.
7. Agree scope changes and payment
Write how you will handle extra work, correction of errors, payment timing and delays. Use the required marketplace workflow when applicable.
8. Review actual results
Plan to record actual hours, fees, costs and client feedback. Choose a review date and save your answers before Lesson 20.
Readiness checklist
□ Scope is clear. □ Time is estimated. □ Current fees are checked. □ Costs are counted once. □ Price and currency are stated. □ Revisions are defined. □ Payment terms are agreed. □ Review date is set. □ Answers are saved.
Continue Learning
Frequently Asked Questions
Beginner answers about pricing freelance services.
How should beginners price freelance services?
Beginners should consider time, scope, skill level, market research, deliverables, revisions, and client value before choosing a price.
Should I charge hourly or fixed price?
Hourly works for unclear or ongoing work. Fixed price works when deliverables are clear. Packages work well for repeatable services.
Is it okay to start with low prices?
Starting with realistic beginner prices is okay, but underpricing forever can hurt your growth and confidence.
How do I know if I am undercharging?
You may be undercharging if projects take much longer than expected, clients keep asking for extras, or your price does not cover your time.
Should I include revisions?
Yes, but limit them clearly. For example, include one or two revision rounds depending on the service.
When should I raise prices?
Raise prices when your skill, proof, reviews, demand, and delivery quality improve.
What if clients say I am too expensive?
Some clients will. Check whether your price matches your value and market. Do not reduce prices without understanding the scope.
Should I create packages?
Yes, packages are helpful because they make your service easier to understand and easier for clients to buy.
How many revisions should I offer?
Start with one revision round for simple services and more only when the price and scope support it.
What should I learn next?
Continue to Lesson 20: Landing Your First Freelance Client.