Three years ago I was billing $35/hour and too scared to raise my rates. Today I’m at $110/hour for packaging projects and clients don’t blink.
Here’s what actually worked - not theory, actual scripts I’ve used:
When a long-term client asks for a new project: “My rate for new projects starting this quarter is $X. I can also offer a retainer arrangement if you want consistent availability.”
When a prospect pushes back on your quote: “That’s the rate for this scope. If budget is a constraint, I can propose a reduced scope at a lower investment - what’s the priority component for you?”
When you’ve been at the same rate for 18+ months: Don’t apologize. “My rates have updated to reflect current market rates and the expanded services I provide. Here’s what the new arrangement looks like.”
The mindset shift that mattered most: stop thinking of your rate as something you ask permission for. State it. Let the client respond. Silence after a rate quote is not rejection, it’s consideration.
What’s worked or not worked for you all?
The “reduced scope” reframe is so underused. Most designers either hold the rate and lose the project or discount and feel resentful. Offering a smaller engagement at the stated rate keeps your integrity and gives the client a real choice.
@MaxFlare83 the silence point is huge. I used to fill that pause by offering a discount before they even said no. Took deliberate practice to just sit with it. Nine times out of ten they come back with “okay, let’s move forward.”
Had my best rate conversation last year by literally just stating the number and waiting. Client asked no questions. Replied “sounds good” three minutes later. I’d been dreading that conversation for weeks.
the 18 month script is exactly what I needed. been with the same client for two years, same rate. sending an updated proposal next week. the framing of “expanded services” rather than “price increase” is the right angle.
What helped me was knowing market rates from other designers. Once I saw peers billing 2x what I was charging for the same work, the conversation got a lot easier. The data removes the emotional weight.