Freelancing on Upwork can be incredibly rewarding, but one challenge almost every freelancer faces, and let’s face it, many complain about, is clients asking for lower rates.
Whether you are a beginner or an experienced freelancer, the issue of rates never goes away — and as a freelance writer I can confirm this.
However, understanding why clients offer low rates or lowball you and how to respond professionally can protect your income and your long-term reputation.
Also, the more you practice, the better it gets. Even if it means skipping some cheap clients.
In this guide, we’ll cover why Upwork clients ask for lower rates and how you can respond in a way that protects your income and time — all without being unprofessional!
Why Do Upwork Clients Ask For Low Rates?
Clients on Upwork often ask for low rates because they are comparing dozens of freelancers at once and want to keep project costs predictable.
Likewise, many clients are new to hiring and simply do not understand what a fair market rate looks like for professional work. This is a common issue on Upwork, as it’s the first place a client will find freelancers, but the platform doesn’t vet the fairness of their offers.
Some clients even test whether freelancers will lower their price, and because many beginners do, they’re encouraging them to keep asking. So, don’t continue this cycle!
Here’s an example of one of my real Upwork client interactions. It shows that sometimes clients genuinely ask to be cheeky — and if you stand your ground they won’t mind. This is annoying, but it’s just business.
Of course, sometimes they won’t have the budget and then you’ll have to decide whether lowering your rate works for your lifestyle. More often than not, you shouldn’t go below your standard fee or do free samples.
Note: Upwork also takes fees! If you take a low rate, it’ll be cut down even lower by the transaction deductions. And then your taxes come on top of that.
Understanding Upwork Clients and Their Budget Mindset
Many freelancers assume that clients asking for lower rates are cheap or unfair.
In reality, most clients operate under strict budgets, and as Upwork is advertised as a cheap and easy freelance marketplace, they choose this platform over scoping out more expensive professionals on LinkedIn.
Here is what drives lowball offers:
- Budget Constraints — Small businesses or startups often have tight budgets and may be genuinely unable to pay market rates.
- Misunderstanding of Freelance Value — Some clients do not fully understand the skill and time required to complete a project.
- Targeting Beginner Freelancers — Clients know beginners may accept lower rates to build a portfolio, and Upwork is full of beginners with poor work boundaries (hey, I was there once!)
These three reasons are frustrating, I know. But by understanding the psychology of clients, you can respond with confidence rather than frustration.
Recognizing that a low offer is often about their limitations and not your skills helps you maintain professionalism during negotiations. I always felt like a lowball offer was a reflection of my skill or worth. This isn’t true!
The client hasn’t even seen my work yet. Naturally, they’re trying to get a cost effective solution — that’s just business. It’s like when I pitch, I often aim a little higher, knowing we’ll negotiate to a middle ground. This made me uncomfortable at first, but now I accept it as part of business.
Typical Scenarios Where Clients Ask for Lower Rates
Clients can ask for lower rates at different stages of your Upwork engagement, but this usually happens at the very start. If they’re cheeky, they might ask you to work for less in the middle of the project while promising ‘more work.’
Some of the most common scenarios include:
- Early-Stage Negotiations — When submitting a proposal, clients may ask you to lower your hourly rate or project fee.
- Mid-Project Requests — Occasionally, clients request changes to the project scope or additional work without offering a higher payment.
- Low-Budget Job Postings — Some job postings are specifically designed to attract freelancers willing to work at lower rates.
Knowing these scenarios allows you to prepare your response in advance, and it’ll help you process the request without feeling it’s a personal attack.
A polite and confident answer will signal professionalism and discourage clients from undervaluing your work.
Why Freelancers Often Undervalue Themselves
I do it, you probably do it, and thousands more freelancers will undervalue themselves this week alone.
Many freelancers unintentionally contribute to lowballing by undervaluing their own services. Here are common reasons this happens:
- Fear of Losing Work — Freelancers often lower their rates to secure a client, fearing that they will miss out on the opportunity otherwise.
- Lack of Confidence — Beginners may not feel their skills justify higher rates, even if the market indicates otherwise.
- Misjudging Market Rates —Freelancers sometimes underestimate the rates charged by others in their niche, leading to pricing themselves too low.
It sucks to know you’ve accepted low rates for no reason. I know for me, fear of a quiet month can drive me to take cheaper projects.
But being aware of these tendencies is the first step in protecting your rate and maintaining a healthy freelance business without stress.
How to Respond Professionally When a Client Asks You to Lower Your Rate
When a client requests a lower rate, how you respond can make the difference between earning fair compensation and being undervalued.
Here are effective strategies that I use:
- Let the client know your rate is firm and give a short explanation of how it reflects your experience and the value you provide.
- Suggest adjusting the project scope or timeline so the work fits their budget without lowering your rate.
- Remind the client of your skills and the results they can expect when they hire you at your standard rate.
- Keep your tone calm and polite, avoiding apologies or defensiveness about your rate.
You can see my response to a real client on Upwork further up on the page. That one’s really short and sweet. But here are some other templates to use:
- “Thank you for your interest. My rate is $X for this project. If the budget is a concern, we can adjust the project scope to fit your needs.”
- “I understand the budget constraints. My rate is firm, but I can suggest a phased approach to achieve your goals within your budget.”
Some guides will tell you to double-down and tell the client your value in a phrase like ‘My rate reflects the value and quality I provide.’
I don’t agree with this. You wouldn’t expect a plumber or hairdresser to do this, so why should you?
Setting and Protecting Your Hourly Rate on Upwork
A key part of avoiding lowball offers is setting a clear and competitive rate from the start. You should set up your hourly rate on your profile or include your minimum rate in your portfolio.
Consider these steps:
- Calculate your ideal rate by considering your experience level, the difficulty of the work, and your income goals.
- Research market rates by checking Upwork insights and comparing what similar freelancers charge.
- Communicate your value by making sure your portfolio and profile clearly show your expertise.
- Know when to increase your rate by raising it gradually as you gain experience and earn strong reviews.
Remember, it’s not a crime to take cheaper jobs.
However, some not-so-nice clients may see accepting low rates as a sign that they can push you further. For example, they may give you impossible deadlines or request weekend work thinking you’re a pushover.
Avoiding Lowball Clients on Upwork
Screening clients before accepting work is crucial. Lowball clients often display red flags early in the process. Here are tips to identify and avoid them:
- Check Job Descriptions Carefully — Vague descriptions and extremely low budgets often indicate clients looking to pay below market value.
- Review Client History — Look at reviews from other freelancers to see if the client respects rates and delivers on promises.
- Communicate Expectations Upfront — Clear discussions about rates and deadlines reduce the risk of undervaluation.
- Be Selective With Proposals — Apply to projects that match your rate and expertise. Avoid compromising just to win work.
Maintaining professional boundaries ensures long-term success on Upwork and prevents burnout from underpaid projects. Keep your rate and working hours consistent!
FAQs Upwork Rates
1. Why do clients ask for lower rates on Upwork?
Clients may have budget limits or believe that freelancers are willing to accept lower compensation, especially beginners on platforms like Upwork.
2. Should you lower your rate for an Upwork client?
Only if adjusting the scope makes sense. Lowering your rate to fit their budget without reducing deliverables undervalues your work and can lead to freelance burnout.
3. How do you politely tell a client your rate is firm?
Use a professional and courteous response. Though tempting, don’t be rude, as you never know, the client may accept the original rate. Suggest scope adjustments if necessary.
4. How can beginners charge what they are worth?
To price your services, you must research market rates and focus on delivering value. Confidence and professionalism can justify higher rates even as a beginner. Learn about setting Upwork rates here.
5. How do you handle low-budget Upwork jobs?
Consider declining or negotiating the scope so it reflects the pay. If you can afford to work for less, you can also use them strategically to build your portfolio, but avoid projects that undercut your long-term earnings.
Last Words
Clients asking for lower rates on Upwork is a common part of freelancing, but it does not mean you should compromise your value — or be something you accept!
With the tips above, you can protect your rates while building strong client relationships. It’s nerve-wracking to tell a client no, I know. But it must be done to maintain a sustainable freelance career and gain respect as a professional.
Stay firm and professional. You’ve got this.
Keep learning. Read more on The Freelance Balance blog.