VALUE PRICING SCRIPTS PACK FOR FREELANCERS ========================================== SoloStack | solostack.madethis.app/resources/freelance-value-based-pricing Word-for-word scripts for every value pricing conversation — from discovery call to objection handling to client renewals. Use them verbatim or adapt to your voice. --- PART 1: DISCOVERY CALL ROI QUESTIONS (7 questions) ==================================================== These questions shift the conversation from "what do you want?" to "what are you trying to achieve?" — which is the foundation of value-based pricing. Ask 4–6 of these on every discovery call. Take notes. Reference the answers when you present your fee. Q1: The business impact question "Before I put together a proposal, I'd love to understand the business impact you're hoping for. If this [project] goes really well, what does that look like for your business in the next 12 months?" Q2: The cost of inaction question "What does it cost you if this doesn't get done this quarter — in time, money, or missed opportunities?" Q3: The success metric question "If we achieve [specific outcome], what does that mean for your business? Is there a number — revenue, customers, hours, conversions — that would move?" Q4: The ripple effect question "Who else is affected by this problem besides you? Is this something the whole team feels, or is it mostly hitting a specific area of the business?" Q5: The attempted solutions question "What have you tried before in this area? What worked, and what didn't?" [This prevents you from repricing a failed approach — and shows you where the value gap actually is.] Q6: The freed resources question "What would you do with the time or money this frees up, if we get it right?" [Gets them to self-articulate the downstream value — and they'll remember it when they see your fee.] Q7: The success measurement question "How are you currently measuring success in this area, and what would 'working' look like on that metric?" --- PART 2: VALUE ANCHOR PRESENTATION (3 variants) ================================================ Use one of these when presenting your project fee. Choose based on your communication style and what you learned on the discovery call. VARIANT 1 — CONFIDENT "Based on what you've described — [rephrase their goal in their words], I'm estimating this project could [outcome: generate/save/unlock] roughly [dollar estimate] over [timeframe]. For that kind of result, my clients typically invest $[range]. Does that work with what you had in mind?" When to use: When you have clear ROI numbers from the discovery call and a client who thinks in business terms. Lead with the value, then name the fee. --- VARIANT 2 — CONSULTATIVE "I've been thinking about how to structure this to make sure you actually get the outcome you're after — not just the deliverable. What you described is fundamentally a [rephrase their problem] problem, and the approach I'd take is [brief explanation]. For a project structured that way, the investment typically sits around $[range]. I can walk you through exactly what that includes and why it's priced that way — does that make sense to explore?" When to use: When the client is less metrics-focused, or when you need to establish the scope and approach before naming a number. Builds confidence in your expertise before price enters the conversation. --- VARIANT 3 — NUMBERS-FIRST "Let me share how I think about pricing this. You mentioned [specific outcome metric from discovery call]. If we hit that target, the project generates roughly $[your ROI calculation] for your business. My fee for this would be $[amount] — that's about [%]% of the return you'd see in the first year alone. Here's what's included..." When to use: With analytically-minded clients (founders, operators, finance background) who respond better to ROI framing than outcome framing. Lead with the math; they'll do the rest. --- PART 3: OBJECTION HANDLING ============================ TOO EXPENSIVE — OBJECTION 1 (The value reframe) "I understand — it's more than a typical hourly quote would be. The difference is that hourly pricing would cost you $X if I'm fast and $Y if I'm thorough. Value pricing gives you a fixed outcome at a fixed investment. Which would you prefer?" TOO EXPENSIVE — OBJECTION 2 (The ROI anchor) "I hear you. Let me put the number in context: based on what you described — [their outcome] — the project should generate roughly [ROI estimate] in the first year. The $[fee] is about [%]% of that return. Does reframing it that way change how it feels?" TOO EXPENSIVE — OBJECTION 3 (The scope reduction offer) "I want to make this work for you. One option is to scope this to [smaller version] — that would bring the investment down to $[lower amount], and we could add [phase 2] in a second project once you've seen the results from the first. Does a phased approach work?" --- WANT HOURLY — OBJECTION 1 (The risk reframe) "I can do that. Just so you have the full picture: at my hourly rate of $[rate], a project like this would run $[low estimate] if everything goes smoothly and up to $[high estimate] if we hit scope challenges. Value pricing would give you the same result at a fixed $[project rate] with no surprises. I find most clients prefer certainty, but I'll do either — which works better for you?" WANT HOURLY — OBJECTION 2 (The acknowledge and offer) "Fair enough. If you'd like to work hourly, my rate is $[rate]. What I'd suggest is we start with a [scoped deliverable] at a capped amount of $[cap] — that way you have certainty on the first engagement, we build a bit of history together, and we can decide the best pricing structure for future projects. Does that work?" --- NEED TO THINK ABOUT IT — OBJECTION 1 (The question) "Of course. Can I ask — is it more about the investment, or is there a question about the approach or outcome that I haven't addressed well enough? I want to make sure you have what you need to decide with confidence." [Listen. If it's the price, move to one of the objection scripts above. If it's about scope or fit, address the real concern.] NEED TO THINK ABOUT IT — OBJECTION 2 (The timeline offer) "Absolutely — take the time you need. A few things that might be useful while you're thinking: the proposal is valid through [date], and I can hold your [start date] through [date] before I need to open that week to other clients. If you have questions, I'm happy to hop on a 15-minute call. What would be most helpful?" --- WHAT IF IT DOESN'T WORK — OBJECTION "That's a fair question, and I want to be honest about it. I don't offer refunds on project work — that would mean pricing every project for the worst case, which drives fees up for everyone. What I do commit to: [specific guarantee, e.g., 'delivering the agreed scope to the brief we've aligned on']. If the work meets the brief and doesn't move the needle, we can look at what else might be happening — and I'll be honest with you about whether it's the copy, the offer, the traffic, or something else. The value of working with me is that I'm invested in the outcome, not just the invoice." --- PART 4: RENEWAL & RATE INCREASE SCRIPTS (4 variants) ====================================================== SCRIPT 1: Moving from hourly to project-based pricing "As we head into our next project, I've been thinking about how to structure our work together to better reflect outcomes rather than hours. I'd love to propose a project-based fee of $[amount] for [deliverable + outcome]. This gives you a fixed investment and me the flexibility to focus on results rather than time. Happy to walk you through how I got to that number — does a project structure work for you?" --- SCRIPT 2: Raising rates based on delivered value "Over the past [X months], our work together has [specific outcome: generated leads, reduced costs, improved conversion, etc.]. Given the results we've been getting, I'm adjusting my fees for [new project/renewal] to $[new amount]. I wanted to give you notice ahead of time and talk through it if you'd like — happy to explain how I think about the pricing if that's useful." --- SCRIPT 3: Introducing value pricing mid-relationship "I've been refining how I price my work to better align with business outcomes rather than hours. For our next project, I'd like to try something different — let me put together a proposal based on what we're trying to achieve rather than estimated hours. Can I ask a few questions about the business goal first? I think it'll make the proposal more useful for both of us." --- SCRIPT 4: Renewal with no rate change (value reaffirmation) "I wanted to reach out as we're coming up on our renewal. We've been working together for [X months] and in that time [specific outcome]. I'm proposing we continue at [same/updated structure] — here's what I'm planning to focus on in the next [period] and what I expect that to move..." [Use this when you want to anchor the renewal conversation in results before discussing any pricing, even if rates are staying flat. It builds goodwill and makes renewals feel earned rather than automatic.] --- PART 5: EMAIL VERSIONS OF THE 5 MOST COMMON SCRIPTS ===================================================== EMAIL 1: Sending the proposal with value framing Subject: [Project name] proposal — [Company name] Hi [Name], Thanks for the time on our call. I've put together a proposal for [project]. Before you look at the investment number, I want to share the context I'm using to think about it: based on what you described, [specific outcome from discovery call] should represent roughly [ROI estimate] over [timeframe]. My fee is priced as [%]% of that return. The proposal is attached (or linked below). It covers the approach, expected outcomes, timeline, and exactly what's included. The proposal is valid through [date]. Happy to answer questions on a quick call or over email — whatever's easier. [Your name] --- EMAIL 2: Value anchor follow-up after verbal conversation Subject: Re: [Project name] — follow-up on pricing Hi [Name], I wanted to follow up in writing on the conversation we had about pricing. To recap the framing: the project fee is $[amount]. Based on [their goal] and the estimated [ROI], this represents about [%] of what we'd expect to see in the first year. I want the investment to feel like a clear business decision, not just a service cost. If you have questions or want to talk through the approach again, I'm happy to jump on a quick call. Otherwise, [next step — e.g., "signing the proposal and sending the deposit locks in your start date"]. [Your name] --- EMAIL 3: Handling "that's more than we expected" over email Subject: Re: [Project name] proposal Hi [Name], Thanks for the honest feedback. I want to make sure the pricing makes sense for you, so let me add some context. Hourly billing for this project would come in at $[low estimate]–$[high estimate] depending on scope changes and revision rounds. The fixed project fee of $[amount] gives you a predictable investment with the same outcome — and no surprises if the project takes longer than estimated. If the budget is genuinely a constraint, I can look at a phased approach: [phase 1 description] for $[lower amount], with [phase 2] as a follow-on project once you've seen results. Would that structure work? [Your name] --- EMAIL 4: Rate increase announcement to existing client Subject: Upcoming rate adjustment — [Your name] Hi [Name], I wanted to give you advance notice of an upcoming change to my project fees. Effective [date], my rates for [project type] will be $[new amount], up from $[current amount]. This reflects [brief reason: increased demand, specialized skills, delivered results, etc.]. For any projects you'd like to scope and confirm before [date], I'll hold the current pricing. After that, the new rates apply. I've valued our work together — [brief reference to what you've accomplished] — and I'm looking forward to continuing. Happy to talk through anything. [Your name] --- EMAIL 5: Introducing value pricing to a new prospect Subject: Re: [Their inquiry subject] Hi [Name], Thanks for reaching out about [project]. I'd love to learn more. One thing I should mention upfront: I don't quote by the hour. I price based on the outcome we're trying to achieve — which means I need to understand your business goal before I can put together a fee that actually makes sense for you. The fastest way to do that is a 20-minute discovery call. I'll ask you a few questions about what you're trying to achieve, what success looks like, and what the project needs to accomplish. From there, I can give you a proposal that reflects the value of the outcome, not just the hours. Are you available [two time options]? Or feel free to book here: [link] [Your name] --- Download more free templates at solostack.madethis.app/resources Get the full template library at solostack.madethis.app/products