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Raising rates: How to charge clients 10X more (the difference between $500-$7,000)

Ramit explains when to raise your hourly rates, how to charge new clients an increased rate, and the best way to charge existing clients more per hour.

Ramit Sethi

Charging more isn’t as simple as sending an email off to your client and saying, “Hey, you need to give me more money now. Thx, dude!”

It takes a nuanced approach to avoid alienating your clients and damaging your reputation.

It’s something ALL freelancers go through at some point — and to address it, I’ll share the techniques I’ve used to help thousands of students. We’ll look at:

  1. When to (logically) raise your hourly rate
  2. How to increase your rate for new clients
  3. The best way to increase your rate for current clients

When to (logically) raise your hourly rate

The question of when to raise your rates is as important — if not MORE important — as how much you should raise.

After all, you don’t want to throw a huge rate increase on your client after you just signed onto your first project with them. YOU HAVEN’T PROVEN YOURSELF TO THEM YET!!

Why should they pay you more money when you haven’t given them anything worth paying more for?

Instead, you’re going to increase your rate only after you deliver a high-value product.

I’ll say that again:

Increase your rate after you deliver your client a high-value product.

Did you…

  • Just finish a landing page that generated a ton of qualified leads?
  • Create an email campaign with a record-high open rate?
  • Have a blog post go viral and increase traffic by 200%?

That’s why I LOVE increasing rates. It encourages you — the freelancer — to do great work and deliver fantastic products while letting the client know that you should be valued.

And when the client knows that your work is great, they’re more likely to refer you to others — which brings us to our FIRST technique to increase your rates…

Referrals: How to increase your rate for new clients

I used to help this friend of mine earn more money on the side. She had a full-time job, but did some freelance project management on the side for a small consulting firm where she earned $25/hour.

After a while, she realized that $25/hour didn’t really add up to much, and she was getting frustrated with the owner’s poor management skills — very disorganized, non-responsive, took days to get back, etc.

She got discouraged — and even came on the brink of quitting entirely because she wasn’t being paid enough to deal with a low-value client.

So I encouraged her to do two things:

  1. Ask successful clients for referrals
  2. Raise her rates in her proposals to those referrals

Her old client loved the work she had been doing, so he was happy to refer her to a colleague at a different company.

And then one day, my phone rang — it was her.

“You wouldn’t believe it,” she told me. “I quoted him $50/hour and he didn’t even blink. Shit! I should have asked for more!”


In a few weeks, she doubled her rate with just two conversations.

Some takeaways:

  1. When you get referred to someone, don’t drop your rate — raise it. Many people mistakenly drop their rate, thinking the referrer will divulge the rate they currently pay (they won’t) or that they should discount for their client’s friend (you shouldn’t). In fact, you should raise your rate since your client has already ADDED value to your work by vouching for you.
  2. There are many other options besides quitting. If someone’s paying you — even if it’s under your desired wage — don’t just quit. There are many other clever ways to help your client and yourself — like asking for referrals that will pay a higher rate.
  3. By charging more, you get higher-quality clients. They can afford your higher rate, which means they’re more financially successful and therefore probably have better business skills. Second, since they’re paying you more, they don’t want to waste your time or their money. Someone is less likely to ask you to do busywork if your time is expensive. It’s a win-win situation.
  4. This can double your income overnight. $25 an hour is about $52,000 per year (before taxes and benefits) if you are working 40-hour weeks. Going to $50 an hour is $104,000 per year. This is a big win.

Referrals are a simple yet powerful way to start charging more. Not only does it allow you to increase your rates, but you’re also able to gain more clients.

But what about the clients you already have? Maybe you have a great working relationship with a client but don’t want to lose them due to a rate increase.

The best way to increase your rate for current clients

I remember when I used to do freelance consulting work, I only charged $20/hour.

I know. I know. It was a STUPIDLY low price to be charging for my work — but I was young and just getting started.

One day, I decided, “You know what? I’m going to start charging my clients more.” So I told one of my clients that my rate was increasing from $20/hour to $30/hour.


When I told him about the rate increase, all he did was ask me, “Why?”

Why was I charging him more?

So I started to stammer back a completely BS answer, “Well, you know, I’ve been here a while, and I just think that this is definitely what I’m worth, and it would be tough for you to find someone else who had the same knowledge as me and blah blah blah.”

The guy just kind of looked at me and said, “I don’t think so.”

And he was totally in the RIGHT.

I hadn’t even spent enough time thinking about how I was going to articulate the raise — how could I expect him to agree to it?

Which brings us to an important point:

It’s not about you — it’s about your client.

Only when you showcase the value of your work and how you can benefit the client, can you properly increase your rate?

Which is why whenever you increase your rates, you need to make sure you reinforce the value you are providing before charging more for that time.

Steps to raising rates for existing clients

  1. Let clients know what you’ve done for them already
  2. Let them know how you’re going to be adding MORE value
  3. Explain why the rate is going up

Knowing this, here’s what I SHOULD have said when raising my rates with that client:

Hey, I think you’ll agree that since we’ve been working together, I’ve helped you increase profits by X% while simultaneously cutting costs by X% and generating $XXX,XXX in revenue.

I value you as a client and enjoy working for you — but in order for this to make sense for me, I’ll be increasing my rate to $30 an hour moving forward. With more money, I’ll be able to do X and add even more value to the company.

Can we discuss this next week?

The client would have probably thought, “Damn! I don’t really want to have to pay him more — BUT he’s definitely worth it. I’ll talk about it with him.”

A few takeaways from this:

  • I explained why my rate was going up
  • I succinctly showcased the value that I have added to the client’s business — giving them plenty of reasons to want to pay me the rate I desire
  • I showed how I’m going to offer even more value to my client — and how it’s completely worth it
  • You can use this same script and adapt it to your own business when raising your rates

Here’s a video where I go into even more detail on strategies you can use to charge more.

By implementing these techniques, you can change your earning power forever.


I don’t typically do consulting work anymore — but when I do, I charge $3,000/hour.

That’s right. I went from charging $20/hour to $3,000/hour by using the very same techniques I’ve just outlined.

Do you know your earning potential?

Take my earning potential quiz and get a custom report based on your unique strengths, and discover how to start making extra money — in as little as an hour.

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  1. avatar
    Tyler Wells, CPA

    Also, charging more can actually be a marketing ploy; especially if the original base price is below the general market rate. Even as an accountant I’ve been told straight up that I didn’t get a job because I had underbid and that they were afraid that I might start haggling later on to boost the price or charge extra for additional services as a way to get around my original low price. A higher price means that you’re confident in your abilities and that you see yourself as a professional and an expert.

  2. avatar
    Erin Peterson

    This is a great story. I charge by the project, not by the hour, and have discovered that at most levels, the more you charge, the better you’re treated. But at the most stratospheric levels of pay, clients sometimes revert to treating you terribly—they figure they’ve paid for the privilege.

  3. avatar
    Brian Painter

    The right information at just the right time! I’m in a similar situation, and this article just gave me a road map to higher profits! Thanks Ramit.

  4. avatar

    Excellent advice and I think this part is a huge, key insight:
    “By offering 3 options, she’s shifted the prospect’s decision from “Should I buy her services or not?” to “Should I buy $50, $60, or $75/hour?” ”

    I’ve never thought about it that way before, but the idea of changing the framework of their thinking is very interesting. I do have issues with this though:
    “Many people mistakenly drop their rate, thinking that the referrer will divulge the rate they currently pay (they won’t)”

    When I refer someone to a service I’m using, it’s often because I think I’m getting great value (not necessarily a cheap price), so the price paid very frequently comes up in conversation. I may not divulge it voluntarily, but if my friend asks me (which is quite common), I tell them most of the time. Maybe I’m a special case, but I also ask people how much they pay for services that they refer me to at times. So what are you supposed to do if you quote your $50 rate and the new client balks that they know you’re charging others $25?

  5. avatar
    Ramit Sethi

    Chris, a few short answers to your question:

    1. Then they are not the right client for you
    2. For a business owner, the value of having someone else vouch for a consultant/vendor is often worth $25/hour, easily. Personally, if someone vouched for a specific key person in my business, it’d be worth at LEAST that — and sometimes $100+/hour
    3. You need to convey value, not price, and there are techniques to manage the referral process
    4. This is a little more complicated, but I cover several techniques for offering introductory prices in my course. If you employ them, you can deftly sidestep this issue and offer true value for your old and new clients

  6. avatar

    As a long-time independent contractor, I’d warn against offering different prices per hour for different services. It suggests that an hour of your brain is worth less if you’re “just” doing X instead of Y. Also, most projects require a mix of skills, so this approach becomes unwieldy.

    It’s simpler to find a rate and stick to it, and it’s better yet to charge by the project because then you’re rewarded for being efficient and it becomes a lot easier to charge by value (charge more for work that will net the client more).

    If you want to offer differently priced packages, add to or take away from the amount of work included in the project. For example, if you quoted $3k for the project and the prospect said their budget allowed only $2500k, you can offer to take something out, like, “I’d be happy to do the work, but for that fee we’d only be able to do one round of revisions.”

    If you do consulting-type work, you can also offer packages based on an hourly fee, with the hourly rate going down for packages of more hours. I offer packages of 2, 4, and 8 hours for brainstorming with clients. The 2-hour package is based on a higher hourly fee than the 8-hour because of the hassle of ramping up new clients.

    If you do charge by the hour, $50/hr is basically minimum wage for skilled work from a contractor. That’s why the guy didn’t blink. If you charge much less, you’ll just get cheapo clients who treat you badly, and you’ll give the impression that your work or business skills aren’t great.

  7. avatar
    Ramit Sethi

    Cat, this is a very good point. You are absolutely right — package deals would be optimal here — but there are some extenuating circumstances that made it impractical to list them here. So for simplicity’s sake, I just listed the hourly rates. But everyone reading should know the differences between the different bundles you can offer, whether hourly, project-based, commission-based, retainer, etc.

  8. avatar

    Ah yes I’m also very surprised but the “3 options” advice.

    So one question Ramit, do you think that we should adapt the amount of money to each client? I’m asking because I was considering offering 3 different packages of services at different prices on my website with their price. I noticed that people usually don’t tell the price until after the client already showed some kind of interest. Can you explain why? or maybe refer to another article. I supposed you already wrote about that and I missed it 🙂

  9. avatar
    Ramit Sethi

    I have an entire module on pricing in the full Earn1k course. You can join to get it. Some of my students have told me that the pricing module alone was worth the price of the course.

  10. avatar
    Gal @ Equally Happy

    A slight tangent to this pricing discussion. I currently work full time but I’m thinking of trying out some of your ideas and picking up a bit of consulting business on the side. How do you suggest I deal with my current employer? I don’t want to lose my job but I’m a little hesitant about telling them “hey guys, I’m also going to do this other work…”

    Have you dealt with situations like these before? What do you recommend?

  11. avatar
    Ramit Sethi

    Check your employment contract. But usually they don’t include anything about working on the side, especially if it’s non-competitive. And I wouldn’t mention it to your employer.

  12. avatar

    Charging more after referals definately makes sense. I would think of the first few clients in freelancing as internships in the corporate world. You would charge lower because you have very little reference and no freelance”experience. After you have worked for low wages of interns (or no wages) you came out with references and the ability to ask for more because of your experience. Of course, none of this matters if you didn’t do your job well. Ramit, what would you say about pre-screening clients, how do yo utell if hte person is going to be a bad reference regardless of what you do? Do you think, some people are impossible to please?

  13. avatar

    This is something I’ve always heard of to do… but never really tried. (so this post is kinda a kick in the rear for me)

    In fact I still haven’t gotten into the freelancing bit, though as an engineer I’m sure there’s a lot I can do.

    But anyways, this is a perfect example of what most REALLY successful people say- don’t wallow in the mud. If you always try to underbid the other guys, you’re seen as lower quality AND you don’t get what you’re worth.

    Instead of being the bottom of the food chain, why not be the top? Instead of selling a low quality, cheap product or service why not sell the best and get a premium rate for it?

    Nice post Ramit! Oh and its cool knowing that your friend only needs to work 40 hours to make that extra $1K- that’s nothing!

  14. avatar
    Ramit Sethi

    Justin, hearing you describe yourself drives me crazy since there are only some small, WELL-UNDERSTOOD barriers holding you back. Come join me. If I don’t kick your ass into earning back the cost of the course (and far more), I’ll personally refund 100% of your money.

  15. avatar

    Awesome idea. I’m really stoked about the class, and I’ve been saving up for whenever you open up the registration again. Any idea when that’s going to be?

  16. avatar

    Awesome post Ramit, I’ve been following along with the preview course and love what I’m learning. I have a question though – have any recent college grads done well with your course? I just graduated from Cornell with a degree in business and can think of tons of way I can put this material to use, but I’m not so confident that I have enough experience to offer real value to people. I’m convinced this would go far beyond paying for itself over my career, but I’m not so sure the timing is right for someone in my position.

  17. avatar
    Tyler Karaszewski

    You can’t charge tiered pricing for the same service *on an hourly scale*. Maybe I’m willing to pay you $50/hour for “management services”. Maybe I’m even willing to pay you $60 for “marketing services” (This assumes I think marketing is in some way more difficult or riskier than management, and so garner’s higher compensation but the actual tasks are unimportant).

    You can not charge me $60/hour for “marketing + management”. An hour is a fixed time period, and an hour of “marketing + management” is actually something like 45 minutes of management and 15 minutes of marketing. That works out to a total of $52.50 for that hour of work, because most of it was billed at the lower pay rate. If you want to charge me $60/hour for 75% management, and 25% marketing, then you’re going to have to raise your rate for straight “marketing” to $90/hour.

    It’s also the case that the job I initially wanted done was a “management” job. Presumably this job takes a fixed amount of time to complete. Say 10 hours. If I’m paying you for 10 hours of management, that will cost me $500. If I pay you for 10 hours of “management + marketing” at a 75/25% split, my job isn’t finished — you’ve only actually spent 7.5 hours on management, the rest was spent working on add-on marketing services. To finish my job, you have to spend 13.33 hours on “marketing + management” (given the 75/25% split) — 10 on management, and 3.33 on marketing. It will cost me $800 at $60/hour to finish this expanded 13.33 hour job.

    It would be a lot more straightforward of your friend to offer 10 hours of management at $50/hour, and as the up-sell, offer to do an extra 3 hours of marketing work at $90/hour for $270. If she can do that though, she might want to get out of the “management” business and just focus on marketing.

    The only way she can sell a “higher tier” service for the full ten hours is if it completely replaces the less-expensive service, i.e.:
    Labor to build your part from steel: $50/hour
    Labor to build your part from aluminum: $60/hour
    Labor to build your part from carbon fiber: $75/hour

    Someone may opt for the more expensive part (with, presumably, a more difficult and therefore more expensive tooling process) as a complete replacement for the lower quality part. This doesn’t work if the services are not completely interchangeable: No one is going to pay you $75 to advertise a website in lieu of paying you $50/hour to create the website in the first place. Maybe they’ll buy some advertising after the site is done, but they’re not going to bother advertising a site that doesn’t yet exist.

  18. avatar
    Mark Washburn


    The offering different rates for different services is BRILLIANT! (As I’m sure you know) humans make value decisions based off of relative criteria rather than absolute criteria, so by putting a more expensive item on the “menu”, you can drive business to the less-expensive options that you prefer!

    “Predictably Irrational” by Dan Ariely covers this sort of psychology in extremely accessible terms.

  19. avatar
    Ramit Sethi

    Tyler, see my comment above this. You are right that it’s very tricky to offer packages of different hourly services, but above I explain why I left out the other packaged services. I’m being intentionally generic since getting into the details would just unnecessarily complicate things here.

  20. avatar
    Ramit Sethi

    Shane, I have many students just like you. There’s a balance between becoming more expert in your field, and simply starting to solve people’s needs. One of the big mistakes people make is thinking they need to spend years becoming more expert — when, in reality, they need to learn how to solve clients’ needs.


    1. Person who’s spent 15 years becoming an expert in something but has no idea about customer research, client management, how to deliver amazing results on time and on budget
    2. Person who has basic skills, but deeply understands customer research, how to WOW the client, and can learn rapidly.

    Either person can make money. But Person #2 can make significantly more than you think — in many cases, more than Person #1. Counterintuitive but true.

  21. avatar
    Ramit Sethi

    Amanda, registration is open now. Just join at and you’ll get instructions.

  22. avatar

    I have to disagree. I have worked for over 15 years doing consulting and workshops on the side and in each case I first checked my employment contract and then explained it to my employer. Across the board they said as long as it was not a competitor, they were fine with it. By the way, I took vacation days to do this. It’s a nice way to earn vacation money.

  23. avatar
    Steve @ Smooth Entrepreneur

    This article is a great reminder that prices are not fixed. One of my greatest rules of thumb in analyzing the strength of a business is whether the answer to this question is a yes or no: If you raised rates today, would you lose customers tomorrow? If no, then you have a strong business. If yes, you need to figure out why they would leave, and correct it.

  24. avatar

    Hi Ramit,

    I’ve seen so many people have ‘a good idea’ and then failed to research it properly before implementing – which means they get minimal business in and then give up. The content of your course is gold dust for this element of it alone.

    Earn$1k sounds like the perfect course for me but I can’t justify financing it right now – vicious circle, I know …..

    As for adding tiers of fees and services – I’ve seen a lot of businesses do this – from mobile phone and broadband providers, to hotels and gyms. It’s the perfect way to hook a client in and then encourage them to purchase more. I guess your friend needs to ensure she can deliver, given the higher priced service will mean she spends more time with one client.

  25. avatar
    Tim Rosanelli

    Many of the comments are about the how of increasing your prices, but there is an important underlying why. Psychologically asking for the higher price is difficult for most people. If we attempt to increase our price from $50/hr to $75/hr, most people get hesitant and the client feels this hesitation. If the client feels this hesitation and says “No”, we automatically assume that you’re not worth that price.

    Using a tier method is a safe way to present a higher price and to prepare YOU for the price increase. Notice I didn’t say the customer because we are usually the one that need to be convinced that our service is worth it. Price increases bring up a host of self-esteem/ self-worth issues.

    When I present price, I will say our regular tuition is $179, but we’re offering a discount for the fall so if you sign up today it will be $159. After you say this 20 times, you convince yourself the price is $179 then you can start presenting $199 with a discount of $179. Notice how you are constantly presenting the price increase ~ psychology warming you up to the increase.

    These are monthly tuition amounts but the same method can be applied to the $50/ $60/ $70 upgrade pricing. Just remember the goal is not to sell an upgraded service but to warm you up to the idea of increasing the $50 base price up to $60.

    I hope this helps.

  26. avatar

    I love the idea of crafting your offer so that the client shifts the question from “Should I buy?” to “What package/rate should I pay for?”. Psychologically I can see this being effective because it gets the client focusing on value and not price. They can ask themselves WHAT problems they want you to solve for them, and what they should pay for these problems to be solved, rather than ask if you are the right person to solve their problems at that price point.

    Another great post. Thanks Ramit.

  27. avatar

    Genius. Thanks for this. You just gave me an idea. will start thinking ASAP how to re-package my services. I’m a freelance make-up artist BTW. thanks again!

  28. avatar
    Gal @ Equally Happy

    Ramit, So if I don’t mention it to my boss, how do you recommend finding time to work on side projects like these? I can take days off but then it costs me vacation time. I can try to work early in the morning or late in the evening but most consulting clients want regular business hours. With the exception of a few lunch time meetings, it seems like it would be difficult to maintain a full time job and do consulting gigs on the side.

    Any advice on the time management aspect of this?

  29. avatar
    Ramit Sethi

    Everybody read Tim’s comment. In fact, every single comment Tim has left on this site has been brilliant.

  30. avatar
    Ramit Sethi

    Yes, I have an entire section on time management, including a mini-course on productivity that my friend Tim Ferriss and I cover, in the full Earn1k course.

  31. avatar
    Tim Rosanelli

    Thanks Ramit! I wish I could take the credit for these ideas but they are the culmination of lots of business coaching ($5000 to 10,000/yr worth), applied reading and hard learned experience. Your posts touch me because I remember fighting through many of the barriers that you write about. I just hope that my comments help others make the same breakthroughs.

  32. avatar

    But in the end you are still paying her by the hour. Wont the employer simply ask her to do whatever he wants her to do whether its included in the profile or not during the time she is hired?

  33. avatar

    I mean, if a staff told me he could get up to 75/hr elsewhere with the additional package but doesn’t mind charging me 50/hr today for basics, it just doesn’t make sense because you cant be doing two things at once. Time spent working for 50/hr meant less time spent earning 75/hr. The fact that your willing to go lower if at all, might send the message ‘I can work for you, but if you pay me for basic services, i’ll just be less efficient within the time I work for you’

  34. avatar

    Do you have any ideas/advice for a young healthcare professional looking to increase my income? I currently only work 24 hours per week and make full time money and full time benefits. I definitely have lots of free time but it seems like a lot of freelancing, consulting, earning more, etc is definitely more geared to other industries.


  35. avatar
    Ramit Sethi

    Yes, have you read the MANY posts on my site on earning more? Or joined the preview course to get more ideas? Your niche has literally dozens of potential options to earn more. In fact, you could probably be earning $3k/month within 3 months easily.

  36. avatar
    Financial Uproar

    Great post Ramit. I just take a little exception with your comment “Quitting is one of the worst things you can do.” Sometimes, of course, this is true. Other times, someone would be much better off quitting.

    I’m struggling through this with my side project. Making the decision to quit (even though I haven’t actually quit yet) has set me free.

  37. avatar
    Mike @ Tech and Biz Gadgets


    I am happy for your friend, that what usually happens when you start believing in yourself, others do too. Knowing what is your time worth is so important! Many people undervalue their talent and work they do.

    How is your move to NY? Liking it? So different from bay area I bet! I have been to both places and they are so different, almost feels like different country sometimes.

  38. avatar

    This is all very interesting, but I’d cut off a couple of my fingers to make $25 an hour! XD

  39. avatar

    great tips, thanks

  40. avatar
    Republic Monetary

    I just entered the world of freelance work so this is a great post to motivate my. The second non-obvious really stood out to me – I just have to hang in there. What a great idea on the tiered option, too! Thanks for posting this!

  41. avatar
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  43. avatar
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  44. avatar
    her every cent counts

    Thanks for this post. It’s amazing how much more respect you get when you charge more money. You may lose a few jobs by naming a price too high, but generally people expect consultants to charge a lot due to lack of benefits and all the self marketing costs. I went from $50/hr to $100/hr (though usually charge clients between $60 and $80/hr.) It feels good to through the $100/hr rate out because #1 I think that’s how much I’m worth and #2 I feel comfortable negotiating down to a rate that both myself and my client can be happy with. They feel like they’re getting services worth $100/hr for less and I am still happy with the agreed on rate. I’ve tried it the other way… starting low and trying to raise the rate as the project got more complicated, and found that doesn’t work because the client always thinks I’m worth less and doesn’t want to pay more.

  45. avatar
    Amir Anzur

    This is great. People should get what they deserve. Many talented people hold back by not asking for more for their job protection. Tips are great.

  46. avatar

    I really like the ‘offering different options’ idea! I’m definitely going to implement that. Thanks for the article!

  47. avatar

    Thanks for this post – it was certainly inspiring to read. There is one aspect of this case study that seems just a bit too easy. In my experience (albeit limited), raising rates (from $35/hr CAD to higher) was a total failure. At that point, I didn’t have the ability to walk away from the contract unfortunately.

    Perhaps another post could explore how to deal with clients that fight back against an increase in rates?

  48. avatar
    debt managemenmt uk

    This is nice post for earning money in right manner.The point is fight against the rates of client is very worth full .Thanks for this post.

  49. avatar
    Rhonda Chapman

    Thanks for the ideas. I’ve been reluctant to increase rates for several long-term clients in fear they would drop me. But the tips and ideas from this post have given me confidence. As you mentioned in a comment above, if they don’t stay, they’re not the right clients for me.

    Off I go… eeeek!

  50. avatar
    Matt Smithies

    Thanks for the post it is enlightening to see a multi packaged pricing approach working in the real world. My only worry using an approach like this is that there is a potential risk to naturally provide more value to long term clients. Let’s say a client over time became a good friend, we would want them to succeed by providing information outside the scope of what they are paying. In addition as we all tend to uphold client value above pricing and personal rewards there would be a unconscious risk to leak information and give value beyond a given pricing bracket.

    Overall the article reminds me of how enterprise level service providers price their product on the cost savings on a per client basis.

    I personally started my career working through online freelancing services such as Elance/Upwork. With pricing the I’ve found that the key for workers with little experience to commanding higher rates is to provide considerable value before a client even asks for it. After all quality, value and price go hand in hand. Writing plans, timelines and other materials that enhanced the depth of the client’s comprehension of the project. I would even go the the extra mile and urge them to use the material regardless of my position or lack thereof in the project. At this point a seed has been planted even if this opportunity doesn’t pan out, they will remember you.

    Use of this strategy in combination in proving expertise in the smallest sub-niche can yield prospects to believe that your brand of expertise is beyond professionals with decades worth of experience.