Hi Reader,

Happy Friday!

Freelancing gives you freedom, sure, but sometimes it feels like your brain never switches off. There’s always another client to email, another proposal to send, another LinkedIn post you “should” write.

What’s helped me lately is asking myself at the start of the day: “If I only got one thing done today, what would I want it to be?” Then I do that first.

It’s a surprisingly freeing way to work, and anything else I get done is a bonus.

P.S. This week on Instagram, I shared 4 easy systems I use that make me look way more professional. See them here. And don't forget to give me a follow for regular tips and tricks!

Here's what I've been up to this week work-wise:

👉 I wrote 4 pieces for clients (Salsify and an influencer marketing tool)

👉 I refreshed 2 pieces for Shopify

👉 I wrote a landing page for Klaviyo

⏱ Approx hours spent on client work this week: ~24

⏱ Approx hours spent on non-client work: ~2

💰 Total revenue this week: £4,100

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Check out my three practical courses that have helped 500+ people get more clients, earn more money, and create better content.

Friday Freelance Tip​​ ✨ ​

I’ve noticed something interesting on LinkedIn lately: more and more freelancers are talking about how difficult it’s becoming to defend their rates. Projects are being delayed, budgets are tighter, and in some industries, it feels like rates are creeping downward rather than up.

It’s not just you... a lot of freelancers are feeling it.

Here’s why this is happening:

Budgets are being reallocated. Many companies set annual budgets in Q1, but it’s often around mid-year that those budgets get scrutinised. Teams are deciding where to cut, where to spend, and where to experiment.

AI is changing the value conversation. Clients are testing what can be done cheaply (or “free”) with AI, sometimes overestimating what it can replace. This creates downward pressure on certain tasks while raising the bar for work that needs nuance, originality, or strategy.

Inflation and global markets are shifting what feels “expensive” or “affordable.” There's a growing gap between the companies that are thriving and those that are simply trying to scrape by.

As a result, us freelancers are being asked to “justify” our fees more often. Which, let's be honest, can be very discouraging... a bit like we’re sliding backwards after years of normalising (and getting used to!) higher rates.

But the important thing to remember is this is temporary.

We’re in a state of flux, not a permanent new normal. When industries go through big changes (AI being one of the biggest we’ve seen in decades), there’s always turbulence. Rates wobble... people question the value of products (and services)... people experiment... then the dust settles.

And while it feels hella scary right now, this too shall pass. I've been freelancing through numerous "tricky" economic climates and every time, things have ironed themselves out in the end.

Maybe that's wildly optimistic of me, or maybe it's because I'm a BIG advocate of adapting with the times.

But what can you do right now?

1. Get clear on your value (and communicate it differently)

Instead of defending your rate in terms of “hours worked” or “deliverables,” position it around outcomes: conversions, retention, brand trust, time saved.

AI can churn out copy or design, but it can’t (yet) tie work to results in a meaningful way.

Try reframing proposals from “I’ll write four blog posts per month” to “I’ll help you attract and convert your ideal audience with four pieces of content built to rank and resonate.”

I've done this recently with an existing client who's internal structure changed recently.

I used to have a very rigid 4x blog posts a month with them. But now, I'm doing a mix of landing pages, lead gen assets, and blog posts to help them reach their quarterly goals. Staying flexible like this means I still get the work and I'm expanding my skillset into other content formats with a client that trusts me and my abilities.

2. Stay flexible with how you package your work

To clarify, this doesn’t mean lowering your rates, it means meeting the market where it is.

For example:

• Offering a smaller, entry-level package that gets clients in the door.
• Testing shorter-term retainers instead of year-long commitments.
• Building “add-ons” so clients can scale up if budgets loosen later in the year.

3. Don’t ignore AI, integrate it (I know, I know)

Clients who are excited about AI want freelancers who know how to use it well. If you can show that you work faster, smarter, and more strategically by blending your skills with AI tools (without sacrificing quality), your rate feels easier to justify.

For example, you might use AI to handle research and copy structure, which means you can spend more time on the storytelling and examples.

4. Strengthen client relationships

Right now, trust is a freelancer’s strongest currency.

A client who feels understood and supported is less likely to quibble over a few hundred pounds/dollars. Regular check-ins, proactive updates, and showing that you “get” their challenges can tip the scales when budgets are under review.

5. Play the long game

A dip in rates or a tougher sales environment doesn’t mean freelancing is broken. It means we’re in transition.

The freelancers who adapt and can ride out this period without panic-slashing their fees or burning out will be in a much stronger position when the market evens out (and it will even out, if if it looks slightly different at the end of it all).

If you’re finding it harder to land projects at the rates you want, you’re not alone. It’s tricky right now, and it can feel like the ground is shifting under your feet. But this isn’t forever. Freelance demand is still strong, it’s just changing shape.

And maybe it's just a question of reframing how we look at it.

Maybe it's less about "defending" our existing rates and more about how we can show our value in a way that fits today's climate.

We need more Freelance Money Diaries submissions!

As you know, I'm on a mission to bring more transparency around rates in the freelancing world. And, to do that, it really helps to see what other freelancers are earning. I'd absolutely love it (and be eternally grateful) if you share your finances with us (you can do it totally anonymously!).

As always, happy freelancing :)

Lizzie ✨

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