Look, we’ve all been there; sitting at a desk with our lukewarm coffee, staring at an email from a potential client and feeling that familiar ping of anxiety. You want the job, you need the income, but you’re terrified that if you ask for what you’re actually worth, they’ll run for the hills. We have to break the habit of “pricing to please” and start pricing to thrive.
In this space, your time is your a non-renewable resource, and every time you undercharge, you are essentially subsidizing a stranger’s business with your own stress.
The Floor Rate Formula
You cannot price your work effectively if you don’t know what it costs to keep your business running. To find your “Floor Rate,” add up your monthly essentials: rent, software subscriptions, health insurance, and the percentage you must set aside for taxes.
Next, look at your actual billable hours. You aren’t just writing for hours straight; you may also be pitching and managing admin. Divide your total monthly costs by your actual writing hours. This number is your absolute baseline. Anything less is actually costing you money to work. Knowing this number gives you the confidence to walk away from “exposure” gigs that don’t cover your overhead.
Ditch the “Per Word” Trap
The first step in taking yourself seriously is moving past the “per word” trap that keeps so many talented writers stuck in the “beginner” bracket. When you charge per word, you are literally being penalized for being a clear, concise communicator. A 500-word sales page that converts like crazy is worth ten times more to a brand than a 3,000-word fluff piece that nobody reads.
You need to start looking at Project-Based Pricing, where the quote reflects the total value of the transformation you’re providing. If your writing is going to generate leads, build authority, or save a founder ten hours of work a week, your invoice should reflect that impact, not just the mechanical act of typing.
Own Your Expertise
You also need to stop giving away the “hidden” work for free. Many of us naturally include keyword research, image sourcing, and CMS formatting because we want to be the “easy-to-work-with” girl. While being professional is great, these are specialized skills that require a separate line item. If you are logging into their WordPress to set up the meta-data and ensure the layout is mobile-friendly, you are acting as a web manager and a writer.
Don’t let those hours evaporate into your base rate. Itemize your expertise so the client understands exactly why your “high” price is actually a bargain for the amount of technical heavy lifting you’re doing for them.
Master the Art of the Respectful “No”
Finally, remember that “No” is a complete sentence and a vital business tool. When a client comes to you with a budget that doesn’t cover your basic operating costs, it isn’t a reflection of your talent; it’s a reflection of their current stage of business.
You don’t have to be rude, but you do have to be firm. Instead of slashing your rates and resenting the work, offer to scale back the scope. Tell them that for their specific budget, you can provide a high-level outline or a shorter social-first version of the content.
By holding your ground, you teach the market how to treat you, and you leave space in your schedule for the clients who are ready to pay for the premium value you bring to the table.
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