Quick answer: Start with your minimum hourly rate: monthly costs plus the income you need, divided by the hours you can actually bill (usually 60–100 a month, not 160). Then price most work per project or package, not per hour, based on the value to the client. Check what others in your skill and market charge, add a deposit for new clients, and raise prices as your portfolio and reviews grow.
Step 1: Your Minimum Hourly Rate
| Item | Example (KSh per month) |
|---|---|
| Personal needs (rent, food, transport) | 40,000 |
| Business costs (internet, software, phone, power) | 8,000 |
| Savings and tax set-aside | 12,000 |
| Total needed | 60,000 |
| Billable hours (about 4 per working day) | 80 |
| Minimum hourly rate | KSh 750 |
This is a floor, not your price. Never quote below it.
Step 2: Choose a Pricing Model
| Model | Best for | Watch out |
|---|---|---|
| Hourly | Open-ended work, support, VA tasks | Clients may question hours; track time |
| Per project | Logos, websites, articles | Define scope and revisions clearly |
| Packages | Social media, content, bookkeeping | Easy to sell; review every 6 months |
| Retainer | Ongoing monthly work | Agree hours or deliverables per month |
Step 3: Price by Value
A website that brings a hotel new bookings is worth more to it than the hours you spent. Ask what the result is worth to the client and offer three options (basic, standard, premium); most clients pick the middle one.
Local vs Foreign Clients
Platforms such as Upwork and Fiverr show you what others charge for the same service worldwide. Remember platform fees and payment costs (Payoneer, PayPal) when you set a price.
Protect Yourself
- Ask for a 30–50% deposit from new clients.
- Write down scope, revisions, deadline and price before you start.
- Charge extra for urgent work and out-of-scope requests.
- Send an invoice with your details; keep records for KRA.
When to Raise Prices
- You are booked more than 80% of the time.
- You have new reviews or results to show.
- Every 6–12 months, for new clients first.
Your First 30 Days
- Week 1: calculate your minimum hourly rate.
- Week 2: research 10 competitors and write 3 packages.
- Week 3: update your profiles and portfolio with the packages.
- Week 4: quote every new lead using the packages; review results.
Common Mistakes to Avoid
- Pricing below your minimum to “get started”.
- Unlimited revisions.
- No deposit.
- Never raising rates.
Example: Three Packages for a Graphic Designer
| Package | Includes | How to price |
|---|---|---|
| Basic | 1 logo concept, 2 revisions | About 4 hours at your minimum rate, plus margin |
| Standard | 3 concepts, colour palette, social media kit | The package most clients choose: price it for value |
| Premium | Full brand guide, templates, business cards | Highest value; include priority delivery |
Showing three options lets the client choose instead of bargaining over one price.
Stay safe: never pay a "registration", "activation" or "withdrawal" fee to get paid, and never share your password or M-Pesa PIN. Real online income comes from people paying for your content, products or skills.
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Frequently Asked Questions
How much should I charge as a freelancer in Kenya?
At least your minimum hourly rate; most work is better priced per project or package.
How do I calculate my hourly rate?
Add monthly costs, needs and savings, then divide by realistic billable hours.
Should I charge per hour or per project?
Per project or package for defined work; per hour for open-ended tasks.
How do I charge foreign clients?
Check rates on international platforms and include fees and payment costs.
Should I ask for a deposit?
Yes, 30–50% from new clients.
When should I raise my prices?
When you are fully booked or have new results, at least yearly.
Cover photo: A freelancer typing on a laptop at a wooden desk. Photo: Woman working on a laptop by Rawpixel Ltd, CC BY 2.0.
