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

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.

Tags
freelancingbusiness managementmoney mindsetratesproductivityworking ON your business
Author

The MeltzerSeltzer Team

Should you do a free test piece to land a freelance client?

It’s one of the most common—and confusing—questions freelancers face, especially in writing and digital services. And the truth is, there’s no one-size-fits-all answer.

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.

Below, I’ve broken down my recommendations based on where you are in your freelance journey—plus negotiation templates and boundaries that’ll keep you protected while building your portfolio.

👶 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.

Looking for something else?

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