Free vs. Paid Test Pieces: What Freelancers Need to Know

Publication Date

May 24, 2024

Summary

Whether you say yes to a test project depends on your experience level, your current client pipeline, and how quickly you want to get hired.

👶 If You Have Zero Experience

If you’re brand new, expect to do some kind of test project. That’s why I tell new freelancers not to overthink their portfolios—because most clients at this stage will want to see what you can do.

But here’s the good news: you don’t have to work for free forever. You can choose to:

Do free tests to get your first few clients faster
Offer a discount (10–20% off your rate)
Charge full price (this may take longer to land clients)

📝 What I did: I offered free tests to my first five clients—and I landed all of them. It helped me build my portfolio fast, and every one turned into a paying client.

👩🏻‍💻 If You Have Some Experience

You’ve got 6–12 months of experience under your belt or you’re offering a new service or entering a new niche.

In this case, a paid test at a discounted rate (10–20% off) is a great move. It lets you:

Build confidence in a new area
Strengthen your portfolio
Get paid while learning

📝 My take: At this stage, I did 2–3 discounted test projects for new niches or service types. I thought of it as “getting paid to learn.”

👑 If You Have Demonstrated Experience

If you’ve got more than a year of experience and a solid portfolio with relevant examples, you should never be asked to do unpaid work.

Instead, offer a paid trial project at your full rate.

If a client isn’t willing to invest in you after seeing case studies or proven samples—they’re not the right fit.

📌 Factors to Consider Before Saying Yes

Still unsure? Ask yourself:

How quickly do I need a client?

Free = fastest
Discounted = second fastest
Full price = slowest (but highest value)

How much relevant experience do I have?

1+ years + strong portfolio = no free tests
New service/niche = discount okay
No experience = free or discounted

💡 Guidelines for Test Projects

If you say yes to a test, keep these rules in mind:

Limit the scope. No 2,000-word blog posts or full email flows. Stick to:

500–1,000 words
1–2 emails
1–2 product descriptions

Don’t offer strategy. Strategy is high-value. If you offer it, build case studies—even fake ones—rather than giving it away in a test.
Cap your free tests. No more than one free test per client, and only for your first three clients. After that, you charge—even if it’s just a little.

🗣️ Test Project Email Templates

💸 Paid test with discount:

Hi [Client],
I don’t offer free tests, but I’d be happy to complete [scope] at 10% off my standard rate, which comes to [price].
If that sounds good, I’ll send over a quick contract and we can get started.
Thanks,
[Your Name]

💵 Paid test, full price:

Hi [Client],
I no longer do free tests, but I’d be glad to complete [scope] at my standard rate of [price] as a trial before committing to a longer engagement.
Let me know your timeline and I’ll draft a contract so we can kick things off!
Best,
[Your Name]

🚨 Reminder: Never work without a contract—especially if it’s over $600.

🧠 FAQ: Test Projects for Freelancers

Should I ever do a free test?

Yes—if you’re brand new and need experience, free tests can help. Just be selective, and limit them to your first few clients.

How long should a test piece be?

500–1,000 words max. Or 1–2 emails, 1 landing page, or a few short copy samples.

Is it okay to ask for payment upfront?

Absolutely. Use a contract, set expectations, and ask for 50–100% payment before starting any work.

What if I don’t get hired after a test?

It happens. But if you treated it like a learning opportunity and kept it short, it’s still a win for your portfolio and experience.

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