Freelance Files: Why We Fear Pricing

There’s a custom kitchen installer in our area that we’d been considering. The work they do is absolutely beautiful.

More to the point, it’s timeless. We were at a party, and we were admiring the hostess’s kitchen. She’d used this particular company. I commented on how great it looked and asked how long ago it had been done. It looked new.

“Twenty-two years ago.”

So of course we checked them out. Every kitchen in their showroom is stunning. Not all are my style, but the craftsmanship is undeniable.

And of course, they charge a small fortune. I saw reviews online of people praising the “$100,000” kitchen remodels.

And yes, I still wanted them to do the work. Out of the question given my budget, but there’s no doubt the job would have been done right.

When that company set their rates, they priced for the types of clients they wanted to attract. And they attract them. When we’d inquired, they had a team in Venezuela installing a kitchen.

What they don’t do: beg for your business. In fact, when we first visited (we’ve been there a few times), the salesperson didn’t share his card. He didn’t have to. He knew if we were interested, we’d call. In fact, he encouraged us to call with questions.

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That’s where we’re missing the boat, my freelancing friends. We’re still so tied up in pleasing every client who crosses our path that we forget one thing:

We freelance writers are in charge of our rates.

No one else.

No. One. Else.

But damn, don’t we balk and break into sopping sweats every time we have to price our work? We don’t want to lose that sale! We don’t want to chase that client away!

So let me ask:

Do you think a plumber balks when stating her rate? An HVAC company? A utility company? No to that last one — those bastards raise your rates constantly and send you a little “Your rate change is enclosed” note along with the bill.

But freelancers are, to my knowledge, the only professionals I know who worry about what they’re charging and how clients will take the news.

Why?

It’s psychological.

When we all started out, things were tough going. We had to build a reputation, get some project successes under our belts, and learn plenty on the fly.

And let’s face it — too many writers have Imposter Syndrome.

We think we’re not worthy.

Which is absolute horseshit, but that little narrative keeps looping through our brains until we’re certain we shouldn’t charge more than $50 an hour.

Or we’re stuck in that “I need to read one more book/take one more course/attend one more webinar/do one more edit” rut that’s our excuse for hanging back.

No more.

Today is your emancipation, my writerly friend. Today, you are going to break that cycle and set yourself on a more lucrative path.

This little exercise will help you do so:

1. List all the project types you’ve handled in your entire freelance writing career.

Forget how much you were/weren’t paid. When I started out, I counted the grant proposal that I’d written for the local Alzheimer’s Association. I was paid just 30 bucks, but it counted.

So get your list together. Make it a bulleted list. Easier to go through.

2. Make another list of any repeat topics/areas of concentration.

Those three or four articles on cannabis, the two blog posts on the Affordable Care Act, the seven small articles on vitamin supplements … If you did more than one, list it.

3. Put someone else’s name at the top of both lists.

Just do it. You’ll see why in a minute. But make sure it’s someone whom you admire, respect, or aspire to be. Anyone at all, even if it’s a celebrity or a favorite author.

 

Okay, now for the fun part.

Look at the name. Conjure up all those feelings of admiration. Got it?

Now look at each list and associate those things with that person.

Damn, you wouldn’t mind being them, would you? Look at all they’ve done! You’d hire them, right?

Now, cross out their name and put yours there instead. You should get some version of a “Hey, that’s not bad” feeling.

Are you looking at your accomplishments a little differently yet?

Those are your skills. Those are your accomplishments.

When are you going to celebrate that? When are you going to allow yourself to feel worthy of a decent paycheck?

[bctt tweet=”Any time you feel like you’re posing in your #freelancewriting career, review where you’ve been.” username=”LoriWidmer”]

Your skills are worth the price you charge. Stop doubting it.

And if it’s been a while since you’ve raised your rates, ask yourself why.

Then raise them to align with your earnings goals. And raise those if you’ve been at the same low spot for more than two years.

Writers, how long did it take you to feel worthy of your rate? If you don’t yet, what do you think is holding you back?
When was your “a-ha” moment with pricing?