Here’s a pricing technique that sounds, at first, like the dumbest newbie move of all time.
Call it ‘fill-in-the-blank’ invoicing. Or ‘pay what you want’ pricing.
The notion is, you do the work first, then let the client decide how much to pay for it.
I know, that sounds like a sure way to end up working for nickels and peanuts. I once thought that way, too.
But it’s actually an ingenious tactic that should be in every freelancer’s arsenal, ready to wheel out when the wind is right. (Notice I said when the wind is right. We’ll come back to that.)
It goes like this.
Instead of quoting a fee or negotiating a price in advance, you tell the client: