When I started freelancing, I invoiced $75-150 per month for social media management – and I felt guilty asking for that.
I had no pricing strategy. No boundaries. No systems.
Just this weird, silent hope that clients would feel how hard I was working… and maybe pay me more eventually.
(Spoiler: They didn’t.)
Fast forward: I’ve now worked with thousands of freelancers and helped many of them scale to 5-figure months. And guess what the #1 bottleneck is for most of them?
Pricing.
Not their skill. Not their niche.
How they price – and the energy behind their pricing.
So today, I want to show you how to price your freelance service rates in a way that reflects your actual value – not your self-doubt.
First: Let’s Talk About What Pricing Isn’t
Before we get into formulas or packages, you need to clear the pricing noise. Let’s bust a few myths right out of the gate:
- Pricing isn’t about time spent.
- Pricing isn’t about industry averages.
- Pricing isn’t about charging what you “would pay.”
- Pricing isn’t about being the cheapest on the page.
Pricing is about alignment – between the value you bring and the outcomes your client gets.
And if you’ve ever felt like your rates are pulling you into burnout, dread, or underpayment… you’re not alone.
I’ve been there.
Which is why this next part is so important.
My First Client Pricing Mistake (And What It Taught Me)
I once landed a client who asked me to post across all their platforms. Every caption, graphic, comment, story – all custom.
I charged $15/hour.
Let me say that again:
$15.
DOLLARS.
PER HOUR.
For about 65 hours of work per month. No systems. No contract. Just vibes.
I was afraid to say no because I thought if I didn’t accept it, I’d never land another client.
Your pricing isn’t “just a number.”
It sets the tone for everything in your business – energy, boundaries, delivery, and how your client treats the work.
Step 1: Start With the Outcome, Not the Offer
Most freelancers start their pricing with:
“What do I include?” or “How many hours will this take?”
Instead – ask:
“What outcome does this client actually want?”
Are you saving them 10 hours a week?
Are you generating leads or revenue?
Are you giving them peace of mind so they can finally step away?
Don’t sell the deliverable.
Sell the transformation.
Grab the Pricing Guide for SMMs – it’ll help you calculate aligned, profitable rates that match your value: https://rachelpedersen.clickfunnels.com/pricing-guide
Step 2: Run Your Numbers (Without the Panic Spiral)
Here’s a simple version of what I walk my students through inside my mentorship:
- Decide what you need to earn each month
Let’s say $8,000. - Decide how many clients you can realistically serve well
Let’s say 4 high-touch clients. - $8,000 ÷ 4 = $2,000/month per client
That means each client must be worth at least $2,000/month – or you need to change your business model.
Simple, right?
But most freelancers never do this. They pick prices from thin air – or worse, from what other underpaid freelancers are charging on Instagram.
Don’t do that.
🔥 Not a numbers person? I built a calculator for this. It’s free and will save you a literal headache:
Freelancer Calculator – https://rachelpedersen.clickfunnels.com/free-calculator
Step 3: Package Like a Pro (Not a People-Pleaser)
A freelancer stuck in “custom quote for everyone” mode will always be on the verge of burnout.
You need offers – clear, structured, and confidently delivered.
Here’s my go-to format:
- Starter: Lightest touch, lowest scope
- Core: Your best-fit offer. 80% of clients should land here.
- Premium: High support, done-for-you, white-glove. Highest price.
This gives clients choice – but still keeps you in control.
And if you’re scared they’ll say no?
Remember: People don’t say no because of price. They say no because they don’t see the value.
Step 4: Anchor Your Pricing With Positioning
You can’t charge $3,000/month if your Instagram bio says “helping everyone with everything.”
This is why I obsess over positioning.
If your content, bio, and onboarding all scream clarity and confidence, your pricing can land with authority.
That’s why the freelancers inside The Social Clique often raise their rates – and land more clients after.
Because confidence + proof + specificity = pricing that lands.
The Social Clique is where we map that all out.
It’s mentorship, community, and implementation – built for real business.
www.cliqueforlife.com
Step 5: Practice Saying Your Rate Without a Wobble
Seriously. Out loud. In the mirror. With your weird voice-cracking face and everything.
Because when you say your rate like it’s negotiable?
The client hears that. And they’ll push it.
Try this script next time someone asks:
“My social media management package starts at $1,500/month and includes X, Y, and Z. I can send you a full breakdown if you’d like to take a look?”
Say it like you’re offering them your best work. Because… you are.
Snag my Top 1% Freelancer Bundle – it’s free and packed with resources to help: https://rachelpedersen.clickfunnels.com/opt-in1646925736690
Common Pricing Mindset Blocks (And How I Shifted Them)
Let’s address the voice in your head – the one that says:
- “I could never charge that much.”
- “What if they ask why I’m not cheaper?”
- “This other freelancer does more for less…”
You are not your industry’s average.
You are not your client’s budget.
And you are not meant to run yourself into the ground for $37 Canva graphics.
Here’s what helped me:
- Tracking client ROI – not just hours
- Keeping a “Client Wins” folder in my inbox
- Reading books like “The Psychology of Money” and “We Should All Be Millionaires”
- Watching who I followed – unfollowing “charge what you’re worth” vibes and finding mentors who charged like pros
Your pricing mindset isn’t just a business issue. It’s personal.
And it’s worth rewiring.
A Quick Note on Raising Your Rates
Here’s how you know it’s time:
- You’re booked out – and still overwhelmed
- You dread doing the work for certain clients
- You’ve leveled up your skills or client results – but your rates haven’t budged
Raising your rates doesn’t mean ghosting your clients or doubling everything overnight.
Start with:
- All new clients at the new rate
- Then increase slowly with existing ones (with notice and grace)
You’ll lose a few. That’s okay.
The ones who stay? Those are your dream clients anyway.
Final Thoughts: You Don’t Need Permission to Price Like a Pro
I wish someone had told me this earlier:
You can price high and be ethical.
You can charge well and serve generously.
You can raise your rates without guilt or apology.
You’re not “too expensive.”
You’re just not for everyone.
And that’s a good thing.
Because the right clients – the ones who respect your time, trust your process, and pay without drama?
They’re not looking for the cheapest option.
They’re looking for the right one.
And that… is you.
