When to Offer Discounts as a Freelancer
Offering discounts as a freelancer? Learn when it's strategic (not desperate), how to do it without undercutting your value, and how to keep your worth front and center.
Nov 13, 2025
Heidi DeCoux is the founder of Cashflowy, an AI-powered bookkeeping platform, and has worked with thousands of self-employed professionals to simplify finances and improve profitability.
If you're a solopreneur, creative, or service provider, you’ve probably wrestled with this question:
“Should I offer a discount—or will that make me look cheap?”
And if you’ve spent more than 5 minutes on freelancer TikTok or Reddit threads, you’ve seen the passionate opinions:
“Never discount your rates!” or “Discount clients are the worst!”
But let’s zoom out.
Big-name entrepreneurs and SaaS companies run limited-time promos, beta launches, and loyalty rewards all the time. Why? Because discounts can be smart strategy, not a sign of desperation.
Done well, they can:
Fill your calendar during slow seasons
Attract curious new clients
Reward loyalty
Build buzz for a new offer
Create urgency to book you
Let’s unpack when offering a discount actually makes sense, and how to do it without hurting your bottom line or your reputation.
When It Does Make Sense to Discount
1. You’re in a Slow Season (and You Know It’s Coming)
If August or December is your predictable “client ghost town,” plan ahead with a seasonal promo:
Holiday hustle flash sale
Early-bird bonuses for Q1 planning
Pre-booking discounts to stay top of mind
Instead of waiting for the tumbleweeds, use that time strategically to stay visible and stay booked.
Pro Tip: Use Cashflowy to spot slow periods in your income trends so you can plan ahead. Learn how Cashflowy helps
2. You’re Launching Something New
Have a new offer? Whether it’s a digital product, mini-service, or group coaching—launching it at an introductory price helps:
Attract early adopters
Gather testimonials
Refine your process with real-time feedback
Set a clear deadline like:
“This launch price ends Friday—then it’s going up.”
Urgency creates momentum, and you're not undervaluing the offer—you’re seeding future value.
3. You Want to Reward Loyalty (Quietly)
Not all discounts need to be public. Some of the best ones are sent privately to your VIPs:
A thank-you code for repeat clients
Referral bonuses
Birthday offers for your email list
This makes your best clients feel seen, not sold to.
Want to send better offers to the right people? Segment your client list so you can personalize promos without spamming everyone.
4. You’ve Got a Calendar Gap to Fill
Have a few last-minute openings? Try a fast-action discount—but keep it limited.
Example:
“Two open spots this week only—15% off if you book before Friday.”
Make it clear this is the exception, not the norm.
Warning: Do this too often, and you’ll train your audience to wait for a discount. Keep it occasional.
5. Seasonal or Themed Promos
Why should e-commerce have all the fun? You can totally run a themed sale that still feels professional.
Ideas:
New Year, New Brand audit
Spring Clean Your Website offer
Black Friday coaching bundle
Just make sure the sale fits your brand voice and offers genuine value.
When Discounts Can Hurt More Than Help
Discounting can absolutely backfire if it's not done thoughtfully. Here’s what to avoid:
Dropping Your Rates for the Wrong Clients
If someone’s haggling before they understand your value, they’re not your client. It’s not about being “nice”—it’s about staying sustainable.
Offering Sales With No Anchor
If people don’t know your regular pricing, they won’t understand the deal. Always position the discount next to your normal rate.
Example:
“Normally $1,200. For the next 3 days? Just $875.”
That’s clear. That’s compelling.
Discounting Out of Panic
We’ve all had moments where we’ve stared down an empty calendar and thought, “Should I just slash my prices?”
Stop. Breathe. Then look at your numbers with clarity, not fear. Cashflowy can help with that.
How to Offer Discounts Like a Pro
Want your promos to feel polished, not panicked? Try these:
Bundle services instead of lowering rates
Put a time limit on every offer
Frame it as a celebration, not a clearance
Limit the quantity to create urgency
Make it exclusive to your email list or social followers
It’s not about tricking people. It’s about making the moment feel special and intentional.
Real Example: A Strategic Discount That Worked
Say you’re a freelance brand designer. You’ve created a new “Brand Tune-Up” package but haven’t sold it yet.
Try this:
“Beta offer! I’m testing my new Brand Tune-Up service—only 3 spots available at $249 (normally $600). You’ll get a mini audit, color and font refresh, and a strategy session. In exchange, I’d love your feedback. DM me to book by Friday.”
It’s honest. It’s useful. And it sells, because it solves a real problem for a specific audience.
Freelancer Discounting FAQs
Will offering a discount hurt my credibility?
Not if you do it with purpose. Strategic discounts are a tool. Random ones are what erode trust.
How often can I run a sale?
Every 3–4 months is a solid rhythm. It keeps things fresh without encouraging price-waiting behavior.
What if past clients feel upset they paid more?
Frame it clearly: “Launch price,” “Seasonal promo,” or “Exclusive offer.” Transparency builds trust.
Can I raise my rates after running a sale?
Yes—and you should. Use the sale to build social proof, get booked out, and then increase
Discounts Aren’t Desperate If They’re Strategic
You’re allowed to discount. Just don’t do it because you’re panicking or trying to please everyone.
Instead, use sales:
To reward loyal clients
To test-drive new ideas
To stay booked during slow periods
To create urgency in a way that respects your value
Need help tracking when and how to make these strategic moves? Try Cashflowy, the effortless way to see your income trends, client history, and financial insights in one place.
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