The No-Drama Guide to Raising Your Rates Without Scaring Clients Away
Raise your rates with confidence. Learn how to increase pricing smoothly, keep clients happy, and build a more sustainable freelance business.
Freelancers and service-based nomads, this one’s for you.
If it’s been over a year since you last raised your rates, your skills have likely sharpened, and the cost of living has gone up just about everywhere. Whether you’re booked solid or still have room in your roster, it’s time to take a look at your pricing.
Raising your rates doesn’t have to be dramatic; in fact, it shouldn’t be. Sudden, steep increases can rattle even your most loyal clients. But steady, incremental adjustments (ideally once a year) help your business keep pace with inflation, evolving expertise, and the value you bring.
Think of it less as “raising prices” and more as recalibrating your business for sustainability.
Before you calculate your increase, spend a week tracking how long your work actually takes—especially the “invisible” parts like client emails, revisions, or admin. You might be surprised how much time slips through the cracks. Data gives you confidence and helps you explain your value more clearly, if needed.
It’s also smart to occasionally benchmark your rates against others in your niche and region (yes, even as a nomad). If you’re significantly undercharging, even a modest increase could bring you more in line with your peers without losing the clients who truly value you.
Now, when it comes time to let them know, here’s a simple strategy that works.
1. Give clients advance notice. Let them know at least 30 days ahead. Be clear, kind, and confident.
2. Frame it with clarity and appreciation. You’re not apologizing or asking for permission. You’re politely informing them. Here’s a simple script:
Subject: Upcoming Rate Adjustment – Effective [Date]
Hi [Client Name],
I wanted to give you a quick heads-up that as of [Date], my standard rate will be adjusting to [New Rate]. This is part of my annual review to ensure my work remains sustainable and reflects the growing value I bring to each project.
I truly appreciate our ongoing collaboration and would love to continue working together under the new terms.
If you have any questions, I’m happy to chat through the details.
Thanks again,
[Your Name]
3. Keep it modest, unless you’re repositioning. A 3-10% increase is usually manageable. If you’re making a bigger jump due to a shift in niche or service level, frame it as part of that broader evolution.
Bonus Tip:
Consider grandfathering loyal clients for a limited time or offering a retainer option at the current rate (with a clear renewal timeline).
Client Conversation Dos & Don’ts
A confident rate adjustment starts with clear expectations. Here’s how to keep things professional and drama-free:
Do:
Mention it in your service agreement. Include a clause that rates may be reviewed annually, as it sets the precedent from day one. (I hope this goes without saying, but make sure you have a service agreement in place for every client. No exceptions.)
Keep the tone warm and professional. Gratitude goes a long way in maintaining strong relationships.
Offer options. Consider a retainer or package deal if a client is hesitant but valuable.
Don’t:
Don’t apologize for the change. You’re running a business, not asking for a favour.
Don’t over-explain. You don’t need to justify every penny. Just state it confidently and clearly.
Don’t spring it on them last-minute. Sudden rate hikes without context create stress and erode trust.
Don’t negotiate unless it’s strategic. If you bend for every request, it can devalue your work over time.
And remember: client work doesn’t have to be forever. Raising your rates isn’t just about earning more… it’s about buying back your time so you can take on higher-paying work, build products, write that course, or develop new income streams without constant deadline pressure.
Not every client will be able or willing to grow with you. And while that can be tough, it also clears space for higher-value, better-aligned opportunities. You can stay awfully busy doing underpaying work, but busy doesn’t always mean sustainable.
Make pricing reviews a habit, not a crisis. Do it annually, do it thoughtfully, and you’ll build a business that supports your freedom—and that’s what we’re going for here.
✌🏻 Miranda
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