How should you charge for your work?

A student decided to start freelancing, she texted me about how to charge for the work. My answer was: charge what you think you’re worth.

That’s the tricky part. What you think you are worth may not be what the client think you’re worth. Both of you have different world view about the work you’re doing, and the result you are potentially delivering.

To make the two world views converge, your positioning matters.

Your positioning will help you match your value to the prospects that believe in your story. Your positioning will give you the power to create tension, to shift the control over to you side in negotiations.

To build a positioning, it takes time and hard work. But I’d recommend that you should have that in mind while you’re starting, and build towards that positioning you desire.

Don’t race to the bottom, you should be working up the ladder instead.