How to Sell Your Services Without Feeling Awkward or Pushy
A 4-step framework that doesn’t feel weird or fake
Selling your work is one of the most intimidating parts of freelancing.
You’re great at what you do—but when it comes time to talk about price, most people feel the panic set in.
Maybe you freeze when someone says, “How much do you charge?”
Maybe you write a beautiful proposal and never send it.
Or maybe you rely on referrals because you’re too uncomfortable making the first move.
This isn’t a confidence issue. It’s a sales approach issue.
And the good news is—you can fix it without turning into someone you’re not.
Sales doesn’t have to feel forced. It can be honest, helpful, and human. Here’s how to do it in a way that builds trust and turns conversations into clients.
Selling Isn’t About Talking Someone Into Anything
If selling makes you nervous, it’s probably because you’ve experienced the worst versions of it.
We’ve all seen:
The pushy messages in our inbox
The forced urgency that feels fake
The awkward silence after a price is shared
No one wants to be that person. So most new freelancers go in the opposite direction. They say too little, wait for someone to magically ask, or drop their rates mid-conversation just to keep it safe.
But here’s what works better:
Focus on being clear, not clever.
Talk like a problem-solver, not a pitch machine.
The goal isn’t to talk someone into something. It’s to make it easy for the right person to say yes.
Use a 4-Step Framework for Sales Conversations
You don’t need a script. You need a structure.
This four-step format works whether you’re in a discovery call, replying to a DM, or writing an email proposal.
1. Start by asking questions
Show that you care about their situation. Try:
“What are you working on right now?”
“What would you love to take off your plate?”
“What’s been slowing you down?”
This shifts the conversation away from selling and into solving.
2. Repeat back what you heard
Summarize the challenge they described so they feel seen.
“Sounds like you’re spending a lot of time trying to keep up with your content, but it’s not getting the engagement you want—and you’re ready for a new approach.”
Now they know you understand what’s really happening.
3. Explain how you can help
Keep it short. Describe the outcome, not the steps.
“That’s exactly what I help people with. I offer a 2-week package where I create a month of content based on your goals. It’s designed to free up your time while improving consistency and reach.”
Ask if they’d like to hear how it works. Let them say yes before you explain the details.
4. Share the offer clearly
Avoid sales talk. Be direct.
“It’s $600, includes a planning call, content creation, and a week of edits. If it feels like a fit, I can send over a short agreement and get started Monday.”
Then stop talking. Give them space to respond.
How to Answer the “How Much Do You Charge?” Question
When someone asks about price, it’s not a trap. It’s a real question—and they’re hoping you’ll be confident in your answer.
Try this if you don’t have a set rate yet:
“Based on what you described, my services usually range from $400 to $700. I’d be happy to put together a custom quote if that’s helpful.”
No apologies. No rambling. Just a calm, helpful response.
If they’re not ready, that’s okay. Your job is to stay clear, not to chase.
Follow Up Without Feeling Desperate
Plenty of good leads go quiet—not because they’re not interested, but because life happened.
Following up shows you’re professional. It also gives them a reason to re-engage.
Try this after 2–3 days:
“Hi [Name], just checking in—no pressure at all. Let me know if you’d like to move forward or have any questions. Happy to hold your spot if you’re still deciding.”
If they don’t respond, follow up once more the next week. Share something useful:
“Thought of you when I came across this [tool/article/resource]. Hope it’s helpful! Let me know if you’re still exploring options—I’d love to support you when you’re ready.”
Then move on. You don’t need to wait for a maybe.
Try This 5-Day Plan to Build Sales Confidence
Here’s a simple routine to help you feel more in control of your sales process—without trying to be someone you’re not.
Day 1: Write a short summary of the outcome your service provides
Day 2: Practice the 4-step conversation framework with a friend or peer
Day 3: Respond to one old message or lead with a helpful follow-up
Day 4: Write your answer to “How much do you charge?” and practice saying it out loud
Day 5: Have one real conversation about your work—without trying to sell
You’ll feel more confident, more grounded, and more capable just by showing up with clarity.
You Can Sell Without Sounding Like a Salesperson
Sales isn’t something you add on to your business. It is your business.
You can do great work—but if no one knows how to hire you, you’ll stay stuck.
People want to pay people who are easy to understand and easy to work with.
You don’t have to be the cheapest. You don’t have to be the flashiest.
You just have to be clear, honest, and calm.
Start there. Then keep practicing.
Want a Simple Way to Find Out What’s Not Working?
If your sales feel stuck—or you’re unsure what’s slowing your business down—grab this free tool.
📥 “5 Signs Your Business is Stuck—And How to Finally Move Forward”
It’s a short, helpful guide to spot the roadblocks and fix what’s getting in the way.
You can get it here.
And subscribe to my Substack here.
Subscribers also get weekly tips and tools to help you build a freelance business that works—without the stress spiral.
Podcast Episode to Pair with This Post:
🎙️ “Sell Like a Human: How to Have Conversations That Convert”
Listen on your favorite platform or check today’s email for the link.