How do I negotiate my freelance rates on a discovery call without losing the client?
Last Updated: April 2026
You negotiate freelance rates by lowering the perceived risk for the client while protecting your value.
Most freelancers think negotiation means dropping their price. That’s usually the wrong move.
Instead, small shifts in structure and language during the discovery call can make higher fees feel much easier for a client to accept.
Recently, I had a group coaching call with one of my long-term students who has had a really tough year. So tough that he had to go back to working for an employer (no shame, no judgement, sometimes this happens)Things are finally changing for him and through his consistent pitching in the past 1.5 months, he’s brought in a lot of leads. For those that love numbers, he was pitching on average 5 times a day.
He wanted to offer a package that was on the higher end but didn’t want to scare off the client. We began to talk about ways to sway a client when your fees are higher at the end of a call when that sticky pricing discussion comes up.
1. ALWAYS offer a trial run
This is due to the fact that it helps give the client a peace of mind knowing that there are no long-term obligations.
Ways to make the trial run even more appealing:
Offer no contract as part of it
50% or 75% deposit upfront and the remainder only due IF they are completely satisfied with your work.
If you’re project based, the trial run should be only a small portion of the beginning of the project. When you’re retainer based, or more long-term, trial runs should be anywhere 30-90 days. Though you could also say there will be a check-in at, say 90 days, to see if you want to continue moving forward, it does not have the same psychological impact as labeling it as a “trial run”.
A 90-day check in sounds much more serious and like they have signed up with you long term, even if that is not the case. Why? Because that is how employer’s think. We want to get you out of the employee mindset immediately. Ninety-day check ins are usually to see how you’re faring in a company and have more strings attached. We want clients to think of you as a business owner. In order to change your mindset immediately, we need to change the language you speak.
2. Discounts
No, I’m not an advocate for discounting your services unless it’s a way to secure the client immediately.
First off: if you decide to utilize a discount in your sales tactics, have it be a temporary discount only.
Never tell a client that the “fee will increase at the end of X days to my normal rate”. No. Hard no.
Use instead, language like “I’m offering a discount on our trial run of $X”.
Even better, if you use a tiered package system (which I always advocate for), you can perhaps discount only the top package for the trial run.
For instance, if your packages are laid out at:
$5000/month - top tier
$3500/month - middle tier
$1000/month - budget/lowest tier
Then you can say “For the trial run, if you want everything on your dream list, I’d be happy to offer a discount of $500 if you sign onto the highest rate. So, for the next 60 days, we can begin working together for $4500 and see how our relationship looks at the end of the trial run. If we decide to move forward, it will be at the normal rate.”
3. Discounting with an expiration date
Lastly, if you’re brave, you can offer a discount that is only valid if they sign before a certain time. (I’ve learned this one from my husband, an expert sales dude) This technique is a good way to get clients to move their butt faster on signing with you.
For instance, you might say, “If you can sign by end of day tomorrow/end of the week, I will give you a $X discount on any of these packages for the trial run.”
Or perhaps the discount is only available if they commit to three months. Feel free to use your imagination and do this on the fly as you’re feeling a client out.
Using these 3 tips will help you turn the client towards signing up with you faster when you utilize them. Let me know if you have used any of these and how that has gone for you.
I also did a podcast episode about this, and you can check it out here.
Common Questions You Might Have After Reading
Q: What should I do if a client says my freelance rates are too high?
A: Don’t panic and drop your price immediately. Instead, reduce the risk for the client by adjusting the structure. Offer a trial run, a smaller scope, or a shorter starting commitment. This keeps your value intact while helping the client feel safer saying yes.
Q: Is it okay to offer discounts to close a freelance client?
A: Sometimes, but use them carefully. If you offer one, make it temporary and tied to a clear condition. For example, a discount during a trial period or for signing quickly. Discounts should be strategic, not automatic.
Q: Why do trial periods work well in freelance negotiations?
A: Because they lower the perceived risk for the client. They know they’re not locked into a long-term commitment if things don’t work out. That makes it much easier for them to move forward. Once they see the value you bring, continuing the relationship becomes much easier.
Q: When should freelancers hold firm on their pricing?
A: When the scope and value are clear. If you know your service creates real results, you shouldn’t feel pressured to shrink your rates. The goal isn’t to convince everyone. It’s to find the clients who see the value.
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