Freelancing is a double-edged sword. On one hand, you get to decide how much your work is worth and how much you get paid. On the other, you have to decide how much your work is worth and what to charge your clients.
Whenever I bring up setting rates, I see freelancers’ faces go pale. Are you looking like a ghost right now?
This topic can be incredibly uncomfortable for newcomers to the writing profession—and even experienced writers can feel uneasy when asked to set a rate outside their usual structure.
However, appropriately setting your rates is paramount to laying the foundation for a successful career.
If your rates are too low, you’ll be left feeling burnt out by working for less than you are worth. Too high, and you might have trouble finding or retaining clients.
What’s a writer to do?
When I started freelancing, I quickly realized that setting rates isn’t just about putting a number to my work—it’s about learning to value your time, experience, and skills.
In this article, I’ll share five common mistakes I see freelance writers make (very often) when setting their rates and offer some practical tips for avoiding these pitfalls.
Mistake #1: Undervaluing Your Skills
Let’s be candid for a second. Who wakes up in the morning feeling so assured of their skills that they are willing to look a client in the eye and demand hundreds of dollars in return for typing on the keyboard?
Imposter syndrome is real, my friends.
For some reason, we writers feel like we aren’t allowed to charge a premium for our craft. I’m here to tell you this misperception has derailed countless promising careers.
When you’re new to freelancing, it’s tempting to start with low rates, thinking you’ll raise them later. I get it—everyone has to start somewhere. But if you undervalue your skills from the beginning, it’s harder to break out of the “low rate” mindset later in your career.
Many writers also set their rates based on the lowest market averages they can find with a quick Google search. Spoiler alert: those averages are usually bogus.
Why? Because all freelance writers aren’t the same.
A highly specialized niche writer in the healthcare field can (and should) be charging much more than someone writing a “how to” product guide. Anyone can do the latter. However, creating specialized, high-quality content is an art, and it should be valued as such.
Solution: Start recognizing the unique skills, knowledge, and experience you bring to the table. Even as a beginner, you have skills that set you apart. Maybe it’s your impeccable grasp of grammar. Perhaps you have industry knowledge from a previous job.
After identifying your skills, pick a number you think is fair. Then double it.
I’m not kidding. I’ve never lost a client because I pitched a rate that was too high.
But I’ve certainly kicked myself after the client accepted my offer without hesitation, and I thought, “How much money am I missing out on right now?”
If you come in with a rate above your client’s budget, they’ll let you know. From there, you can negotiate a fair compromise.
Remember that a high-quality client views you as an expert in your field. They don’t know how to set your rates, just like you don’t know how to price their products or services.
Start accounting for the value you bring, then make your rates reflect it.
Mistake #2: Not Accounting for Research and Revisions
Setting rates based on word count is pretty standard. In fact, I prefer using this method over hourly rates since I’m not punished for completing my work efficiently.
However, rates based on word count alone often fail to account for all the non-writing work that goes into a project. Research, interviews, brainstorming, and editing all take time.
If you overlook these elements, you may find yourself working far longer than anticipated without proper compensation.
Solution: When pricing a project, consider the time you’ll need for each step of the process. If you’re writing a technical article or content for a specialized field, the time investment you’ll make is likely much higher than writing a generic blog article. Ensure your time is reflected in your rate.
There are a few ways to do this.
My personal favorite is to charge a separate hourly rate for my non-writing time. I clearly outline the scope of the project, including what research is needed, interview requirements, and a hard count of revisions before starting. Then, I’ll propose a per-word rate for the final deliverable and an hourly rate (with an estimate) for the additional work.
Whether you share this breakdown with your client or simply offer a final “all-in” quote is up to you. Either way, this strategy ensures you’re properly compensated for all aspects of your time.
Mistake #3: Ignoring Communication Time
Sadly, freelance writing isn’t just about writing. You’ll spend more time than you’d like completing administrative work like answering emails, taking client calls, and processing invoices.
After all, you are your business’s PR, HR, Legal, Billing, and Marketing departments. (Fun, right?)
This “behind-the-scenes” work can eat into your time and take away from the hours you need to spend writing. If you don’t account for it when setting your rates, you can easily fall short of your revenue goals.
Remember, you aren’t an employee with a salary that reflects these tasks alongside your “normal” work. You need to account for these time costs yourself.
Solution: For smaller projects, administrative time is usually something you should just “eat.” In other words, forget about billing the time you spend sending a few emails back and forth and focus on being efficient.
However, for long-term projects or clients who require frequent communication, consider adding an administrative surcharge to your invoice or setting up a retainer structure that includes a set amount of time for these tasks.
I personally set an hourly rate for “meeting and communication time” with my long-term clients and reflect it on my monthly invoice.
Though it might not seem consequential to charge for an hour here or an hour there, these little bits add up. In the end, you’ll be happier knowing your time is paid for.
Mistake #4: Failing to Regularly Update Your Rates
When was the last time you raised your rates? If it’s been a while, you’re not alone. Many freelancers (myself included, at times) hesitate to increase their rates, especially with long-term clients.
However, as you gain experience and demand for your services grows, your rates should be a reflection. When you don’t update your pricing, you leave yourself underpaid and open to inflation.
Solution: Make a habit of reviewing your rates at least once a year. You don’t have to increase them every time. However, you should take a close look at what you’re charging (on a per-client basis).
If you’re worried about losing a long-term client because you increased your rates, consider small, incremental adjustments. This acknowledges their loyalty while ensuring you’re compensated for the services you provide. Most clients are familiar with prices going up (and are probably raising their own), so this won’t be a shock.
To ease the tension even further, you can offer existing clients a “grandfathered” rate with a slight increase compared to the higher rate you start charging new clients. This works best if you’re paranoid (guilty!) and want to focus on growing your business with new clients but can’t risk jeopardizing existing relationships.
Mistake #5: Not Setting Boundaries for ‘Scope Creep’
Scope creep—where a project gradually expands beyond the original agreement you make with a client—can become a real issue for freelancers. Without clear boundaries, you might find yourself being asked to complete additional work without extra compensation.
That’s a big no-no. Tell them Cody said so.
Solution: Clearly defining the scope of your project from the outset is essential. Your agreement should include (in writing) exactly what is included in the project, including word count, revisions, meetings, and any other specific requirements.
If your client requests additional work beyond your outlined terms, simply inform them that it will come with an additional charge.
Believe it or not, setting these boundaries is actually good for everyone. You’re not just protecting your time, you’re also helping clients understand the limits of your participation and encouraging them to communicate their needs upfront.
How to Set Your Freelance Writing Rates for Success
Setting the best rates isn’t something you do once and forget. As much as you might dislike it, I can promise you that rate setting isn’t going away.
So you might as well get good at it.
Setting and adjusting your rates to grow with your experience and adapt to the market is a crucial component of freelance success. Take time to review your strategy regularly and ensure you aren’t being left behind.
Avoiding these common mistakes will put you a step ahead of the competition. You’ll also set yourself up for success as you grow your career and earn respect from new clients.
Remember, setting your rates isn’t about numbers—it’s about valuing your work, protecting your time, and positioning yourself as an expert in your craft.