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How To Set Your Price For Freelance Web Site Services
Customers value what they pay for. The level of perceived and actual value goes way up. It's about knowledge transference. Monetizing all of the interesting and valuable items swirling around inside my brain.
The following are basic introductory statements about valuing and charging for freelance services. I hope this is helpful in clarifying your marketplace value.
I've learned some lessons over time about doing freelance work and I wanted to pass them along to you. These comments are specifically related to doing freelance "computer" work - copywriting, website creation and development, search engine optimization and digital publishing - but mostly website development.
I have always struggled with knowing how to assign a value to my work. Putting a fair value on what I do and what I can deliver has been difficult.
Over time I've had to drill down into the confusion and produce a sustainable and consistent fee structure.
1. I cannot bill according to the "man in the mirror". Perhaps I don't have any objective clarity about my own value. I tend to be a nice guy and say yes to work that evolves in scope. I like to help people. I haven't had very good boundaries in the past and ended up doing a lot of free work for people.
2. I've established new boundaries and structures for myself. "Free work" or "extremely low fee work" not only damages me (my self-esteem and my finances) but damages the timely completion of the project and my relationship with the client.
3. My value in the marketplace is completely separate from my self-perception or the way I feel.
4. Charging a premium rate for hourly or project work is an essential form of outstanding customer service. Because it goes both ways. If I do not charge enough for my time many bad things happen. The customer undervalues my services. I get angry at myself for not charging what I really need and deserve. I de-prioritize the project and begin to treat the customer like dirt. I don't make enough money.
5. If the fee is high to begin with then I have the power to lower it for specific competitive or strategic reasons which makes me look good.
6. When I ask for what I want I feel good. I value myself. This is especially true when I stick to my hourly rate and the customer balks. I may not get the work but I feel good that I stood my ground. The "good feeling" I receive because I guarded the value of my services is more valuable than the work itself.
7. The customer benefits from my charging a premium fee. I am happy and motivated. I complete the work. Being well paid creates focus and urgency. They have my undivided attention.
8. Customers value what they pay alot of money for. The level of perceived and actual value goes way up. It's about knowledge transference. Monetizing all of the interesting and valuable items swirling around inside my brain. The transference of money creates clarity and timelines. There is a "start point" and there is an "end point".
All of this is especially true for the kind of work I do. You who are reading this who do freelance web site development work understand. You bear the weight and cost of your own employment. You wear all the hats of a graphic designer, project manager, secretary, programmer, sales and customer service manager. Only you and I know the "behind the scenes" coding issues with scripting, databases, accessibility, standards and search engine optimization, customer compliance, delivery time schedules and multiple revisions.
The potential customer says they want a "web site". There are hundreds of technical items and factors involved. You know that. I know that. They do not. A large part of your fee and value is in providing them with education. They are paying for your knowledge first and foremost.
Set your price. Stick to it. The customer really is not always right. The customer is paying you to tell them the truth. The customer does not have any idea of the kind of hassles you have to deal with to deliver the finished product. You need money. Period. You need cash. Now. This is the end of the line on fuzzy fee structures. You are a professional. You can produce an outstanding product. You need to be well paid.
Finally, when you externalize the fee or price it becomes an object. It is a thing unto itself. It becomes seperate from yourself. The fee is what it is. It is like a rock. It is just there. The customer can touch it, feel it and bang their head against it but it isn't moving.
Set you price. Stand firm. Don't look back.
I'm writing another article about the specifics of what I do and how I do it. Check back.
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