The Developer’s Guide to Pricing Your Work (Without Underselling Yourself)

#webdev #freelance #career #coding

You ever send a proposal, hear nothing for a week…

…and then see the client post the exact same job on Upwork for $50?

Yeah, me too.

Pricing your work as a developer isn’t just math — it’s psychology, positioning, and knowing when to walk away. If you’ve ever underpriced yourself because you “just wanted the project,” this is for you.

Why Developers Struggle With Pricing

You think clients are judging your skill solely by price.
You compare yourself to cheaper devs online.
You forget that clients aren’t buying hours; they’re buying outcomes.
You want the gig so badly you negotiate against yourself.

The “3 Numbers” Pricing Method

Here’s a framework that’s saved me more times than I can count:

Your Survival Rate – The bare minimum to cover bills.
Your Market Rate – What similar devs at your skill level charge.
Your Value Rate – What the solution is worth to the client’s business.

Example:

If your code will help a SaaS company earn $10k/month, charging $800 isn’t “reasonable” — it’s robbery (against yourself).

Pricing Models That Work for Developers

Hourly – Good for unpredictable work. Bad for scope creep if you don’t set limits.
Project-Based – Best for defined outcomes. Price based on value, not hours.
Retainers – Get paid monthly to be “on call” for a client’s needs. Great for stability.

💡 Pro Tip: Always quote a range, not a fixed number at first — it leaves you room to negotiate up, not down.

Red Flags That Mean You Should Walk Away

“We don’t have a budget, but…”
“It’s just a simple job” (famous last words)
“We’ll pay you in exposure”
Any client who flinches at fair prices

How to Confidently State Your Price

Stop apologizing before saying your rate.
Say it, then pause — let them process.
Anchor your price with the value they’re getting, not just the hours you’ll spend.

Example:

“This feature will allow your customers to purchase without leaving the app, which should increase conversions by at least 15%. I can deliver that for $3,500.”

The Mindset Shift

Pricing isn’t just about money. It’s about respect — for your time, your skill, and the results you deliver.

When you stop underselling yourself, you stop attracting clients who undervalue you.

📌 Key Takeaways

Price for the value you bring, not just the hours you work.
Use anchor pricing to set the tone in negotiations.
Always have a rate range — it gives you flexibility and confidence.
Don’t be afraid to say no to lowball offers.

✍️ I write about freelancing, software, and working better with clients. Follow me on X for more practical tips and real stories from the dev world.