I don't know how much to charge for my freelance work
Direct answerFreelancers who don't know what to charge usually forget non-billable hours, leave out taxes and costs, rely on random rates found online, or charge by the hour when the client values the result. The first step is to decide how much you need to earn per month and how many hours you can actually sell.
How it shows up
Every quote is stressful. You guess at numbers; sometimes you charge too little and regret it, sometimes you charge more and the client disappears.
Most likely root causes
- Ignoring non-billable hoursProspecting, meetings, revisions, and admin take up time that isn't built into your price.
- Forgotten costs and taxesEquipment, software, taxes, and retirement contributions aren't in the math.
- Random benchmarksYou compare yourself with rates you've seen online without knowing the context of the people charging them.
- The wrong pricing modelCharging by the hour penalizes people who work fast and doesn't reflect the value the client receives.
Quick self-check
- Do you know how much you need to earn per month?
- Do you know how many hours per month you can actually bill?
- Does your price include taxes?
- Have you ever charged per project instead of per hour?
If you answered yes to two or more, start with that cause.
First step today
Add up your monthly costs, taxes, and the income you need, and divide by a realistic number of billable hours per month. That's your minimum hourly rate.
30-day plan
- Week 1: calculate your minimum hourly rate, factoring in non-billable hours, costs, and taxes.
- Weeks 2 and 3: turn that rate into project or package prices, using it as a floor, and test them on your next quotes.
- Week 4: review client responses, adjust your packages, and record how long each project actually took.
When to seek professional help
Talk to an accountant to choose how to register your business and calculate taxes correctly. A local small-business support center can offer guidance if you're just starting to work for yourself.
Frequently asked questions
- Should I charge by the hour or by the project?
- Per project usually works better when the scope is clear, because it focuses on the result. Use your hourly rate as the basis for the calculation.
- What if the client says it's too expensive?
- Find out what they expected and adjust the scope, not just the price.