How Much Discount Can a Freelancer Afford to Offer?

Black Friday has evolved. It’s not just about TVs and tech, buyers are now primed to snag deals on services like coaching, design, writing, and consulting. And yes, freelancers are getting in on the action.

But here’s the thing: unlike big businesses, you don’t have the luxury of volume sales or endless reserves. Offering a random discount “just because” could tank your margins, or worse, your motivation.

So before you announce a 40% off flash sale, let’s figure out what you can actually afford.

Step 1: Know Your Numbers (Seriously)

Your “cost” isn’t just your time, it’s everything that goes into delivering a project, including:

• Software and tools (Adobe, Notion, Zoom… you know the list)

• Transaction and processing fees

• Taxes and savings (because future-you deserves a paycheck too)

• Your baseline salary (you’re not doing this for exposure)

Example:
If your package is $1,000 and your expenses per project total $300, that leaves $700 in profit.

If you offer a 30% discount ($300 off), you’re down to $400 in profit.

Is that still enough to pay your bills and hit your savings goals?

Step 2: Match the Discount to Your Business Goals

Before pulling a percentage out of thin air, ask:

What’s the goal of this Black Friday deal?

• Attract new, long-term clients?

• Sell out your calendar for next month?

• Test-drive a new service?

• Show love to loyal clients?

Your goal should shape your strategy. If it’s a one-time offer for loyal clients, maybe a bigger discount is fine. If you’re selling high-effort services, tread carefully—you’ll feel that hit.

Step 3: Use This Formula to Set Your Max Discount

Max Discount = Price - (Expenses + Minimum Acceptable Profit)

Let’s break that down with real numbers:

• Price: $1,000

• Expenses: $300

• Target profit: $500

Max Discount = $1,000 - ($300 + $500) = $200
That’s a 20% max discount to stay in your profit zone.

Numbers, not vibes, should guide your offer.

Step 4: Alternatives to Discounting That Protect Your Value

Discounts are just one tool in your promo toolkit. Here are others that can boost conversions without undercutting yourself:

• Add bonuses – Free consult, audit, or mini training

• Bundle services – More value without discounting individual items

• Create urgency – Limited slots or expiration dates

• Pre-pay perks – Reward early payers with extras, not discounts

Don’t Skip the Cash Flow Check

Even a well-calculated discount can mess with your runway if you’re not ready. Ask yourself:

• Are you entering a slow season?

• Do you have big expenses or taxes due soon?

• Will fulfilling these discounted offers delay higher-paying work?

Before going live, useCashflowy to map your financial future with and without the promo.

Should You Offer a Discount at All?

Here’s your permission slip to say no if it doesn’t serve your bigger picture. Use these questions as your gut-check:

• Will this offer lead to future revenue or referrals?

• Can I deliver it well without burnout?

• Does this align with how I want my brand to be seen?

Sometimes not discounting is the boldest business move.

Smart Black Friday Offer Ideas for Freelancers

If you’re ready to go, here are a few creative, low-risk options:

1. “VIP Retainer Launch”

Lock in 3 months of service at 15% off for early birds.

2. “Book Today, Bonus Tomorrow”

Free strategy session with any service booked on Black Friday.

3. “Flash Day”

One-day-only discount for VIP Day bookings.

4. “Digital Bundle Blowout”

Package up templates, trainings, or swipe files—40% off, low effort.

FAQs: Freelancer Edition

Q: Should I discount everything?
A: Nope! Stick to high-margin or low-effort offers.

Q: Is 50% off ever okay?
A: Only for digital products or if it leads to long-term clients. For services, 10–30% is more realistic.

Q: Can I limit the number of discounted offers?
A: Absolutely—and you should. Scarcity protects your energy and boosts conversions.

Black Friday Without the Burnout

Black Friday can be a powerful tool to boost revenue, visibility, or client loyalty. But it’s only worth it if you:

• Know your numbers

• Protect your cash flow

• Stay aligned with your bigger business goals

Before you post that deal, ask:
👉 Will this move me closer to the business I’m building?

If yes, get after it. If not, skip the frenzy and keep doing you.