Advanced pricing for freelancers
Share the article!
By 14.7 min readLast Updated: 16. November 2022

Understand the psychology behind effective pricing

In the first part of our guide to understand pricing as a freelancer, we discussed the importance of setting the correct price. It can sometimes seem unmanageable and complicated. Especially if you are new to the market.

Because what can you actually charge for your services?

If you set your price too low, you leave money on the table. If you set it too high, you will lose customers to your competitors. In addition, it increases the chance that you cannot deliver on your (too) high price, and makes it easier for your customers to be left with a flat feeling. 

Your advanced guide to more “Yess” and higher prices

In this part of the guide, we therefore take a closer look at the psychology behind pricing, and equip you with various strategies that can help you get the project in house at a decent and fair price.

Regardless of whether you want to find the secret behind pricing as a consultant, graphic designer, copywriter or something else entirely, the basic strategies are the same. 

Send your first invoice through Factofly

Invoices without own CVR no.

Invoice your customers and get paid without your own CVR number. Use Factofly to make your everyday life easier, and focus on exactly what adds value to you and your business.

Send your first invoice through Factofly

The psychology behind effective pricing

After all, pricing is most often a negotiation between you and the customer. Therefore, it pays to look a little at the psychological effects behind it, so that you can become an even better negotiator.

Seemingly tiny changes can both lead to a big resounding “YES!” from your potential customer, while putting a few extra dollars on top of your service.

There are several mechanisms that you should keep in mind when you go out and score your dream prize.

Sell yourself – Communication and negotiation

Several factors can influence your pricing and whether or not the customer chooses to work with you at your preferred price.

First of all, your communication and the way in which you sell yourself and present your services is therefore inevitably one of the factors that can help ensure you are properly paid for your work.

Regardless of how skilled you are and how much experience you have, this will of course not shine through if you do not get to present and sell your skills sufficiently. 

On the other hand, a less experienced or less competent freelancer might be able to land a higher price simply by selling or presenting his service in the right way – it's all about getting the customer to see the value!

Send your first invoice through Factofly

Invoices without own CVR no.

Invoice your customers and get paid without your own CVR number. Use Factofly to make your everyday life easier, and focus on exactly what adds value to you and your business.

Send your first invoice through Factofly

3 tips for your sales pitch

  • Be the expert and hit the spot!

The more specifically you target exactly what your potential customer is looking for, the greater the chance that you can land on your desired price.

Customers are generally more willing to pay more for people who specialize or are particularly good at something, rather than someone who is just averagely good at a bit of everything - but of course it must be exactly what the customer is looking for, that you are special good at.

Therefore, do not be afraid to be specific and detailed when you have to sell your services, where a small adjustment such as "Graphic designer for fashion webshops" can potentially help you better on the way to a good price than just "Graphic designer for companies".

Being specific is popularly called a niche, and we have written a detailed guide on how to find your freelance niche here.

  • Focus on the customer's needs

Read up on exactly what the customer is looking for or do your best to familiarize yourself with the customer's needs. Everyone likes to feel seen, heard and understood, and the more the customer can recognize themselves in your sales pitch, the greater advantage you as a freelancer have when negotiating the price.

Many freelancers quickly come to focus on themselves when selling to a potential client; "I have experience with...", "In the past I have..." or "I am good at...". It quickly becomes "me, me, me", where you can instead shift the spotlight onto the customer - after all, it is the customer you are selling to.

As a freelancer, in your sales pitch you can try to relate to the customer's problem, and then present yourself as the solution. Feel free to use the customer's own words and phrases to make it even easier to relate to. Sell a solution to exactly their problem rather than just selling yourself – The more precisely you hit the nail on the head, the better!

  • Create 'connection' and be service minded

Of course, 'Connection' and chemistry also have something to say. Unconsciously, you are more open to negotiating with or being flexible with a person you like or who is 'likeable'.

Be human, positive and service-minded in your communication with the customer. This can set you apart from other freelancers and also gives an impression of what you are like to work with – all an advantage when pricing yourself.

If you build a good and positive relationship with the customer, this will already have created some form of value in the collaboration. And who knows - maybe you imprint yourself in your potential customer's memory and thus open up more future collaborations?

The little things

As a freelancer, it can be tempting to throw out a price and change it minimally over the years. But correct pricing is an art form that you can refine by actively working on it.

Over time, you will find that it is the very small things that contribute to giving your money tank growing pains. The right words, the right strategy to price your services. In the end, you have to appear irresistible to fresh customers, and you help them on their way by being sharp, competent and as an extremely good deal.

Send your first invoice through Factofly

Invoices without own CVR no.

Invoice your customers and get paid without your own CVR number. Use Factofly to make your everyday life easier, and focus on exactly what adds value to you and your business.

Send your first invoice through Factofly
Advanced pricing for freelancers
By 14.7 min readLast Updated: 16. November 2022

Understand the psychology behind effective pricing

In the first part of our guide to understand pricing as a freelancer, we discussed the importance of setting the correct price. It can sometimes seem unmanageable and complicated. Especially if you are new to the market.

Because what can you actually charge for your services?

If you set your price too low, you leave money on the table. If you set it too high, you will lose customers to your competitors. In addition, it increases the chance that you cannot deliver on your (too) high price, and makes it easier for your customers to be left with a flat feeling. 

Your advanced guide to more “Yess” and higher prices

In this part of the guide, we therefore take a closer look at the psychology behind pricing, and equip you with various strategies that can help you get the project in house at a decent and fair price.

Regardless of whether you want to find the secret behind pricing as a consultant, graphic designer, copywriter or something else entirely, the basic strategies are the same. 

Send your first invoice through Factofly

Invoices without own CVR no.

Invoice your customers and get paid without your own CVR number. Use Factofly to make your everyday life easier, and focus on exactly what adds value to you and your business.

Send your first invoice through Factofly

The psychology behind effective pricing

After all, pricing is most often a negotiation between you and the customer. Therefore, it pays to look a little at the psychological effects behind it, so that you can become an even better negotiator.

Seemingly tiny changes can both lead to a big resounding “YES!” from your potential customer, while putting a few extra dollars on top of your service.

There are several mechanisms that you should keep in mind when you go out and score your dream prize.

Sell yourself – Communication and negotiation

Several factors can influence your pricing and whether or not the customer chooses to work with you at your preferred price.

First of all, your communication and the way in which you sell yourself and present your services is therefore inevitably one of the factors that can help ensure you are properly paid for your work.

Regardless of how skilled you are and how much experience you have, this will of course not shine through if you do not get to present and sell your skills sufficiently. 

On the other hand, a less experienced or less competent freelancer might be able to land a higher price simply by selling or presenting his service in the right way – it's all about getting the customer to see the value!

Send your first invoice through Factofly

Invoices without own CVR no.

Invoice your customers and get paid without your own CVR number. Use Factofly to make your everyday life easier, and focus on exactly what adds value to you and your business.

Send your first invoice through Factofly

3 tips for your sales pitch

  • Be the expert and hit the spot!

The more specifically you target exactly what your potential customer is looking for, the greater the chance that you can land on your desired price.

Customers are generally more willing to pay more for people who specialize or are particularly good at something, rather than someone who is just averagely good at a bit of everything - but of course it must be exactly what the customer is looking for, that you are special good at.

Therefore, do not be afraid to be specific and detailed when you have to sell your services, where a small adjustment such as "Graphic designer for fashion webshops" can potentially help you better on the way to a good price than just "Graphic designer for companies".

Being specific is popularly called a niche, and we have written a detailed guide on how to find your freelance niche here.

  • Focus on the customer's needs

Read up on exactly what the customer is looking for or do your best to familiarize yourself with the customer's needs. Everyone likes to feel seen, heard and understood, and the more the customer can recognize themselves in your sales pitch, the greater advantage you as a freelancer have when negotiating the price.

Many freelancers quickly come to focus on themselves when selling to a potential client; "I have experience with...", "In the past I have..." or "I am good at...". It quickly becomes "me, me, me", where you can instead shift the spotlight onto the customer - after all, it is the customer you are selling to.

As a freelancer, in your sales pitch you can try to relate to the customer's problem, and then present yourself as the solution. Feel free to use the customer's own words and phrases to make it even easier to relate to. Sell a solution to exactly their problem rather than just selling yourself – The more precisely you hit the nail on the head, the better!

  • Create 'connection' and be service minded

Of course, 'Connection' and chemistry also have something to say. Unconsciously, you are more open to negotiating with or being flexible with a person you like or who is 'likeable'.

Be human, positive and service-minded in your communication with the customer. This can set you apart from other freelancers and also gives an impression of what you are like to work with – all an advantage when pricing yourself.

If you build a good and positive relationship with the customer, this will already have created some form of value in the collaboration. And who knows - maybe you imprint yourself in your potential customer's memory and thus open up more future collaborations?

The little things

As a freelancer, it can be tempting to throw out a price and change it minimally over the years. But correct pricing is an art form that you can refine by actively working on it.

Over time, you will find that it is the very small things that contribute to giving your money tank growing pains. The right words, the right strategy to price your services. In the end, you have to appear irresistible to fresh customers, and you help them on their way by being sharp, competent and as an extremely good deal.

Send your first invoice through Factofly

Invoices without own CVR no.

Invoice your customers and get paid without your own CVR number. Use Factofly to make your everyday life easier, and focus on exactly what adds value to you and your business.

Send your first invoice through Factofly