# Raise your rates: scripts + objection handler Word-for-word scripts for existing clients, new clients and retainers, plus replies to the 12 objections you'll actually hear. Fill the [BRACKETS]. --- ## Before you send anything: the 4 rules 1. **Know your number.** Run your floor in `tools/project-pricing-calculator.html`. If current clients pay below your floor, you're paying to work for them. That makes the decision for you. 2. **Announce, don't ask.** "My rates are changing on [DATE]" — not "Would it be OK if…". Asking invites a no. 3. **Give notice.** 30–60 days for existing clients (check your contract's notice clause for retainers). It's respectful, and it gives them time to budget. 4. **One reason, no apologies.** One sentence on *why* (more value, demand, scope of results). No essay and no "sorry". The more you justify, the more it sounds negotiable. **How much?** A raise of 10–20% for existing clients is a common, low-drama step. New clients get your new full rate from day one. Some existing clients may leave. Do the math first: if 20% of clients leave after a 25% raise, you earn about the same for 20% less work. --- ## Script 1 — Existing client, email (standard) **Subject:** Rate update from [MONTH] > Hi [NAME], > > I want to give you plenty of notice: from [DATE, 30–60 days out], my rate for new work will be [NEW RATE] (currently [OLD RATE]). > > Over the last [period], [specific result you delivered for them, e.g. "the onboarding emails we rebuilt lifted trial-to-paid from 8% to 11%"], and I've been investing in [skill/tool/process] so I can keep delivering that level of work. > > Anything we start before [DATE] stays at the current rate. If you'd like to lock in a block of work at today's rate, just let me know by [DATE]. > > Thanks for being a great client. I'm looking forward to [next project/goal]. > > [YOUR NAME] *Why it works: notice, one concrete result, a deadline that creates a reason to act now ("lock in"), and a warm close. The "lock in" offer often brings in a prepaid block of work.* ## Script 2 — Existing client, favorite / long-term (grandfather option) > Hi [NAME], > > Quick heads-up: from [DATE] my standard rate for new clients is [NEW RATE]. Because we've worked together for [TIME], I'm keeping your rate at [MIDDLE RATE] until [DATE + 6 months], and it'll move to the standard rate after that. > > Nothing changes in how we work. Thanks for the trust over the past [TIME]. > > [YOUR NAME] *Why it works: they feel rewarded, not charged. You get a smaller raise now and the full one later, with the date already agreed.* ## Script 3 — Retainer client (with scope reset) > Hi [NAME], > > As we come up on [N] months of working together, I've reviewed the retainer. We started at [ORIGINAL SCOPE, e.g. "8 posts/month"] and we're now regularly doing [ACTUAL SCOPE, e.g. "12 posts plus ad creative"]. > > From [DATE], I'm proposing two options: > 1. **Keep the current scope** ([ORIGINAL SCOPE]) at [OLD RATE + 10–15%]/month. > 2. **Match what we're actually doing** ([ACTUAL SCOPE]) at [NEW RATE]/month. > > Both start [DATE]. Which works better for you? > > [YOUR NAME] *Why it works: it turns quiet scope creep into the reason for the raise. Two options mean the conversation is about which one, not whether.* ## Script 4 — Existing client, in conversation (call or face to face) > "Before we plan next quarter, one update: from [DATE] my rate is going to [NEW RATE]. Anything we kick off before then stays at the current rate. Want to look at what we'd like to get started before then?" Then **stop talking**. Let them respond first. ## Script 5 — New client (quoting your new rate with confidence) > "For a project like this, the investment is [PRICE]. That includes [top 3 deliverables], [N] revision rounds and [support]. If you want to start smaller, the Essentials version is [GOOD PRICE]." Rules: say the number once, plainly, then stop. No "around", "roughly", "I was thinking maybe". Always have a smaller package ready. It's how you keep the deal without discounting. ## Script 6 — Raising your rate on a marketplace profile > Headline: "[Specific result] for [specific client type]" (e.g. "Short-form edits that keep viewers past 3 seconds — for coaches & creators"). > Rate: raise in steps of 10–20% after every 3–5 five-star reviews. Message existing marketplace clients using Script 1 before changing the profile rate. --- ## Objection handler Rule for every objection: **agree with the feeling, then go back to value or scope. Never to a lower rate for the same scope.** (Schwartz: never contradict what they already believe; build the bridge from their side.) | # | They say | You say | |---|---|---| | 1 | "That's more than we budgeted." | "That's fair. What's the budget you're working with? Let's adjust the scope to fit it rather than cut corners on the result." | | 2 | "Another freelancer quoted half." | "That could be the right choice for you. It's worth checking what's included: revisions, timeline, support after launch. If you want, I'll show you exactly what's in mine, line by line." | | 3 | "Can you do it for [lower number]?" | "At [lower number] I can do [smaller scope / Essentials]. For the full scope, [PRICE] is the price. Which would you prefer?" | | 4 | "We've always paid [old rate]." | "You have, and I've appreciated it. The new rate reflects [result/skill]. Anything we start before [DATE] stays at the old rate." | | 5 | "We'll have more work for you later." | "Great to hear. Let's do this one at the standard rate, and once there's a steady volume I'm happy to talk about a retainer rate." | | 6 | "It's a quick job." | "If it's quick, the price will show it. Here's what I'd need to do to get it right: [3 steps]. That's [N] hours, so [PRICE]." | | 7 | "Can we start and discuss price later?" | "I always agree price before starting. It protects us both. I'll send a one-page quote today." | | 8 | "We need to think about it." | "Of course. What's the part you're unsure about: price, scope or timing? Happy to adjust any of them." | | 9 | "Why did your rate go up?" | "Two reasons: demand for my time, and [the result you've delivered, e.g. the 40% faster turnaround]. I'm keeping my client list small so the quality stays high." | | 10 | "We'll go with someone else." | "I understand, and thanks for considering me. If anything changes, I'd be glad to help. [Optional: My calendar for [MONTH] is open until [DATE].]" | | 11 | "Can you give us a discount for paying upfront?" | "Yes. If you pay 100% upfront, I'll take [3–5]% off. Otherwise it's the standard schedule." *(Only offer this if it suits your cash flow.)* | | 12 | "Your rate is higher than an agency's day rate." | "An agency rate usually covers part of a senior person's time. With me, you get the senior person for the whole project, and you talk to them directly." | **When to walk away:** if they want your full scope at a price below your floor rate. Every hour below your floor makes your year worse (see the calculator's red warning). --- ## Let AI write yours Paste into any AI: ``` I'm a [ROLE] raising my rate from [OLD] to [NEW], effective [DATE]. Client: [NAME], we've worked together [TIME], last result I delivered for them: [RESULT]. Relationship: [warm / formal]. Write (1) a 120-word email announcing the new rate with 30–60 days' notice and a "lock in current rate before [DATE]" option, (2) a 40-word version for Slack, (3) replies to the 3 objections this client is most likely to raise. Rules: announce, don't ask; one reason, no apologies; no hype words; short sentences. ``` --- **Made by Dan Shipped — @danshipped.** Part of the Freelancer Money Kit.