================================================================ FREELANCE PRICING MODEL SCRIPTS SoloStack — solostack.madethis.app ================================================================ Word-for-word scripts for every pricing conversation. Free to download and use. No email required. ================================================================ ---------------------------------------------------------------- PART 1: "I CHARGE PROJECT RATES" — How to Explain It ---------------------------------------------------------------- Use these when introducing your pricing model to a new client for the first time, or when asked "how do you charge?" --- VARIATION 1: Confident --- "I work on a project basis rather than hourly. That means before we start, I'll give you a fixed price for the full scope — so you know exactly what you're investing and there are no surprise invoices at the end. I'll send you a detailed proposal outlining exactly what's included, what's not included, and when you can expect deliverables. Does that work for you?" WHY IT WORKS: Leads with client benefit (budget certainty), signals professionalism, ends with a soft close. --- --- VARIATION 2: Consultative --- "My clients tend to prefer working with me on a project basis — it gives them a clear budget upfront and removes the awkwardness of watching the clock. The way it works: I scope out exactly what you need, send a detailed proposal with a fixed price, and that's what you pay — regardless of whether it takes me more or less time than estimated. That risk is on me, which is why I scope carefully. Want me to put something together based on what we've discussed?" WHY IT WORKS: Reframes project pricing as client-friendly, normalizes the model with "my clients tend to prefer," ends with a forward motion question. --- --- VARIATION 3: Value-Framing --- "I price based on the outcome, not the hours. So rather than billing you $X/hr and having the total depend on how long it takes, I'll quote you a fixed project price based on what you're trying to accomplish. That way you're paying for the result — [name their specific goal] — not just for my time. I've found that approach gives clients better clarity and it aligns my incentives to work efficiently." WHY IT WORKS: Speaks directly to outcome-oriented clients, references their specific goal (fill in during conversation), frames efficiency as a client benefit. ---------------------------------------------------------------- PART 2: "I CHARGE HOURLY" — Without Sounding Like a Contractor ---------------------------------------------------------------- Use these when hourly genuinely is the right model, or when transitioning a client who's more comfortable with hourly. --- VARIATION 1: Advisory framing --- "For this type of engagement, I work on an hourly basis because the scope genuinely varies month to month. You get billed for exactly what we do — no more, no less. My rate is $___/hr. I'll send a simple timesheet at the end of each [week/month] and invoice for hours worked. This keeps things clean and gives you flexibility to scale up or pull back as your needs change." WHY IT WORKS: Justifies hourly as a client-benefit choice rather than the default, ties it to flexibility. --- --- VARIATION 2: Phased project framing --- "Because we're still figuring out the exact scope of this engagement, I'd suggest we start on an hourly basis for the first [two weeks / discovery phase] while we define exactly what you need. Once we've got that mapped out, I can give you a fixed project quote if you prefer — or we can continue hourly if the work stays fluid. My rate is $___/hr. Does that work as a starting point?" WHY IT WORKS: Positions hourly as temporary and practical, offers an upgrade path to project rate, keeps the door open for both models. ---------------------------------------------------------------- PART 3: HANDLING "CAN YOU DO HOURLY?" WHEN YOU QUOTE PROJECT ---------------------------------------------------------------- Use these when a client asks to switch to hourly after you've quoted a fixed project price. --- RESPONSE 1: Explain why project is actually better for them --- "That's a totally reasonable question — and yes, I can accommodate that. I'll be honest though: in my experience, hourly billing usually ends up costing clients more than a fixed project price, because there's no ceiling on the total. With a project rate, you know your number upfront. But if you'd feel more comfortable with hourly, my rate is $___/hr — and based on my estimate, you're looking at [X–Y hours], so roughly $[range]. The fixed rate of $[project quote] actually reflects the lower end of that range. Want me to stick with the project rate?" WHY IT WORKS: Doesn't refuse, gives the real hourly math, makes the project rate look better by comparison. --- --- RESPONSE 2: Offer hourly with conditions --- "Sure — if hourly works better for you, I can do that. My rate is $___/hr, with a [half-day / day / 5-hour] minimum per engagement. I'll track time and send you a detailed timesheet with the invoice. One thing to note: there's no cap on total hours with hourly billing, so if the scope evolves, the cost can too. If budget certainty matters, the fixed quote I sent is probably the safer bet. But I'll leave that decision with you." WHY IT WORKS: Gives them what they asked for, but honestly flags the downside so the decision is informed. --- --- RESPONSE 3: Hold your ground professionally --- "I appreciate you asking — the honest answer is that for this type of project, I only work on a project basis. Hourly billing doesn't work well for deliverable-based work because it creates incentives that don't serve either of us well. My quote covers everything we discussed, with two revision rounds included. If budget is the concern, I'm happy to look at a phased approach or adjust scope — but I'd want to stick with the fixed structure. What's driving the preference for hourly?" WHY IT WORKS: Holds the line, offers alternatives, and flips the conversation to understand the real concern. ---------------------------------------------------------------- PART 4: HANDLING "THAT'S TOO EXPENSIVE" — PROJECT RATE ---------------------------------------------------------------- --- RESPONSE 1: Clarify the comparison --- "Totally understand — it's a real investment. Can I ask: is that too expensive compared to your budget, or compared to other quotes you've received? Because the answer changes how I respond. If it's a budget issue, I can look at reducing scope or phasing the project. If it's a comparison issue, I'd love to walk you through what's included — because I may be quoting a more complete scope than what you're comparing it to." WHY IT WORKS: Diagnoses the objection before responding, avoids unnecessary concessions. --- --- RESPONSE 2: Break it down and reframe --- "Let me put the number in context. What I'm quoting covers [list 3-4 key deliverables]. At $[project rate] for [outcome they care about], that breaks down to roughly $[daily or per-deliverable rate]. If [expected result] is worth more than $[project rate] to your business, the question isn't whether this is expensive — it's whether the ROI makes sense. How do you see that playing out?" WHY IT WORKS: Shifts from cost to value, asks the client to articulate the ROI themselves (much more persuasive than you articulating it for them). --- --- RESPONSE 3: Offer a scope reduction, not a discount --- "I hear you. Rather than discounting the full scope, I'd rather look at what we can pull out to bring the total down. The full quote includes [A, B, and C]. If we remove [C], I can bring it to $[reduced number] — you'd be doing [C] yourself or we could add it later as a separate phase. Would that work?" WHY IT WORKS: Protects your rate while still being responsive. Scope reduction is more sustainable than discounting — it preserves the value signal of your work. ---------------------------------------------------------------- PART 5: MID-PROJECT — "THIS IS TAKING LONGER THAN EXPECTED" ---------------------------------------------------------------- --- HOURLY VERSION (notify and track) --- "I wanted to give you an early heads-up. We're at [X hours] on [project/phase], and I originally estimated [Y hours]. Based on what we've covered so far, my revised estimate for the remainder is [Z hours] — which would put us at roughly [total] hours total, or approximately $[revised total] at my rate of $[rate]/hr. The additional hours are due to [brief, honest explanation — e.g., the scope of the research phase expanded once we got into it, additional feedback rounds were needed, etc.]. I wanted to flag this before going further so you can decide how you'd like to proceed. Options: (1) I continue with the current scope at the revised estimate, (2) we trim scope to stay within the original hours, or (3) we define a hard cap at [X] total hours and stop there. Which works best?" --- --- PROJECT RATE VERSION (absorb or change order) --- IF the overrun is within your buffer (absorb it): "I'm running slightly over my original time estimate on this project — [brief reason]. This doesn't change your quote — I'll absorb it. I'm flagging it so you're aware, and to note that if we add anything beyond the original scope going forward, I'll handle it as a change order. No action needed on your end." IF the overrun is significant AND due to scope change: "I want to be transparent with you. The original scope included [X]. Since we started, we've added [Y and Z] based on our calls and feedback — which is great, the project is evolving well. But those additions aren't covered in the original quote. I'll put together a quick change order for the additional scope. It won't be a surprise — I'll send the number before doing any more work on those items. Fair?" ---------------------------------------------------------------- PART 6: SCOPE EXPANSION SCRIPT (Project Rate Version) ---------------------------------------------------------------- Use this when a client asks for something outside the original agreed scope. --- STEP 1: Acknowledge without committing --- "That's a great idea — [reflect their request back to show you understood it]. That's not in our current scope, but I can absolutely look at adding it." --- STEP 2: Quantify and send a change order --- "I'll put together a quick change order for that. Based on what you've described, I'm estimating [X hours] at $[rate]/hr = $[amount]. I'll send over a brief amendment — once you approve it, I'll add it to the project timeline. Should only take me [timeframe] to turn around. Sound good?" --- STEP 3: If they push back on the extra cost --- "I completely understand. To be clear — the original scope was [specific deliverables]. What you're describing is [new request], which is a separate piece of work. I'm not trying to nickel-and-dime you — I just need to make sure I'm pricing accurately so I can keep delivering quality work for you. If the additional budget isn't available right now, I can scope it as a Phase 2 and we can pick it up after this project closes. That way it doesn't hold up what we're currently working on. Would that work?" --- CRITICAL RULE --- Never do scope-expanded work first and ask for payment retroactively. Always get the change order approved BEFORE the work begins. Every time, no exceptions. ================================================================ DOWNLOAD MORE FREE TOOLS AT: solostack.madethis.app/resources/freelance-hourly-vs-project ================================================================