Freelance to Founder Can You Raise Rates w/out 'Scaring' Away Clients?
Oct 31, 2025
In this insightful discussion, AJ Cassata, Founder of Revenue Boost, shares his expertise on pricing strategies for freelancers and agencies. He emphasizes the importance of gradually raising rates and testing market tolerance to find the sweet spot without alienating clients. AJ explains how higher prices can attract better clients and reduce workload, and stresses that pricing should reflect the value delivered rather than costs. The conversation also highlights the need for confidence and clarity in communicating value to justify rate increases.
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Incrementally Test Pricing
- Raise your prices incrementally on new clients until you hit meaningful resistance.
- Use rising resistance as a signal you found your sweet spot and stop undercharging.
High Close Rates Can Signal Underpricing
- Closing rates that are too high often mean you're leaving money on the table.
- Lower volume at higher prices can still yield more revenue and less work.
Doubling Rates Until Pushback
- Preston's friend Andy kept doubling his Upwork rates until he finally couldn't close another deal.
- He maintained clients during the experiment and adjusted back when necessary.