New to freelancing?
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Your Payment
Taking their reputation into mind, does what they're offering you per job or per hour reflect their profits or income? Bear in mind they'll want to take a reasonable amount in to make a profit in an outsourcing scenario, but be willing to set a high price you can haggle on. Would you work for $15/hour for a company that makes $2000 or more per website they do? Well, if you answered no, you’re absolutely right.
Unrealistic things like three figure sums for entire websites should be ignored ideally, especially if others regard you as a professional and you have a strong portfolio to beef up your reputation. Leave three figure sums for the small timers for entire websites that expect content management systems, and use three figure sums for finishing off existing work badly engineered by people from everybody's favourite subcontinent. Make it clear to them you're not a 13 year old kid who knows how to use Frontpage: let them know you're a professional web designer from a developed country who knows what they're doing.
Previous Experience
If they've had no previous experience with freelancers, you can bump up the price a little bit to maximise a little profit. However, don't let their sparse knowledge distract you from outputting the best work you can. Sooner or later, they'll enquire into how much one should pay, and if you're doing a crap job then expect no more work from them in the future. Impress them, and you'll be able to keep on by their side – utilizing their wallet in your arsenal.
Technological Terms
Make sure you know what level of intelligence your client has when you’re starting off working for them. If you blabber out terms such as XML and CSS when they’re new to it, they'll feel like an outsider, and sometimes quite stupid too. Your job as someone from the industry is to make sure they understand what you're on about all the way through the job.
Also, keep in mind that even though you might have just scored 20/20 on an XHTML test at w3schools.com, they probably have a whole lot more professional experience in their own personal expertise than you do. Never drift into the illusion that they are less intelligent or skilled than you are.
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