Freelance to Founder Should You Fill Income Gaps w/ Low-Paying Clients?
Nov 17, 2025
Chanda Coston, a Navy veteran and business strategist, offers invaluable insights for freelancers facing financial uncertainty. She discusses the risks of taking low-paying clients, urging clarity around ideal clients and pricing. While exceptions exist, she emphasizes temporary acceptance of lower pay only when absolutely necessary. Chanda also shares strategies for testing pricing and leveraging feedback to refine business models. Her approach balances short-term income needs with long-term sustainability, ensuring growth without compromising value.
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Stick To Your Pricing When It Aligns
- Don't accept lowball offers just to fill income gaps if they conflict with your ideal client and pricing.
- Stick to your pricing when the value and offer align, and only discount intentionally, not under pressure.
Use Intro Offers Intentionally
- Use introductory or pilot offers intentionally as a marketing tool, not as a default low-price option.
- Offer discounts or bonuses by choice to attract the right clients and gather feedback.
Income Gaps Reveal Business Stage
- Short-term income gaps often reflect an early-stage business or missing processes for consistent cash flow.
- For established businesses, recurring gaps signal systemic problems to fix rather than accept lower rates.