I'm a web developer and I'm starting to get freelance project requests on the side of my full-time job. The thing is, I'm not really sure how to price my work properly - I see rates on platforms that vary wildly, like three times higher for the same thing. How do you guys go about setting your prices without being afraid of losing clients or undercharging yourself?
The classic trap is thinking you need to match market prices when you're just starting out - wrong. What really matters is figuring out how much you need to charge to make it worth it for both sides. First, calculate your actual expenses (contributions, equipment, taxes, downtime between projects) and add a margin that lets you live properly. If you're doing 150 billable hours a month and you need 3500€ net, your rates have to cover that - it's math, not up for negotiation.
The thing people forget: clients looking for "cheap" are never satisfied anyway, even if you accept their terrible rates. But the ones looking for someone reliable who knows their stuff? Price isn't their main concern. So instead of dropping your rates to please everyone, target the kind of work where you're actually good. A web dev with a permanent job doesn't need to take WordPress tinkering at 15€/h to pay the bills - you can say no without worry and go after a real project at decent rates.
One concrete trick: pitch your first freelance gigs to people in your personal or professional network before jumping on platforms. They already know your value and your terms won't matter as much. It lets you test your rates on real work, build a solid portfolio and recommendations that speak for themselves. Once you've got two or three good projects under your belt with happy clients, you can post higher rates on platforms because you've got credibility to show.
Have you already looked at what devs with your experience are charging in your area, or are you starting from scratch? Honestly, most people starting out in freelance really undervalue themselves out of fear - but clients who haggle over price are never the best clients anyway! Instead, ask yourself what you'd be worth at an agency doing the same work, then take that as your baseline and add a percentage because you have to handle your own accounting, your time off, your insurance. Rates vary everywhere but it's often because some people accept literally anything - set something solid from the start and you'll already have filtered out the people looking to pay peanuts!
Start by calculating your real hourly cost: your monthly salary divided by the number of hours you work, then add 30-50% for overhead, taxes, and unbilled time (admin stuff, prospecting). Once you know that number, you can breathe - anything below that is literally losing money. As for the price variations you see on platforms? That's normal, it depends on the complexity, the deadline, and especially the client - some pay more because they know what quality work is worth. Start by asking for your minimum rate, even if it means being selective about which projects you take on.
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