The first time you ask a client for money before you’ve delivered anything, it feels like you’re pushing your luck. So most freelancers don’t — they do the work, send the invoice, and then discover over the following six weeks whether the client was ever going to pay at all.
A deposit flips that risk. Instead of finding out at the end whether a client is good for the money, you find out at the start, when you’ve invested nothing but a conversation. That’s the real job of an upfront payment: not to fund the work, but to tell you which clients are serious before you’ve spent a single hour on them.
A deposit is a filter first and a cash-flow tool second. Ask for 25–50% before you start, make it non-refundable once work begins, and treat it as normal rather than negotiable. Good clients expect it; the ones who resist it are usually the exact ones you most needed to screen out.
What a deposit is actually for
It’s tempting to think of a deposit as “getting some money sooner.” It’s more useful than that. A client who happily pays 40% upfront has told you three things for free: they have the budget, they’ve made a decision, and they treat your work as a real commitment rather than a maybe. A client who suddenly goes quiet when you mention a deposit has told you something too — and it’s far cheaper to learn it now than after you’ve delivered.
That filtering effect is the part people underrate. The clients most likely to vanish, dispute the bill, or drag payment out for months are disproportionately the ones who balk at paying anything before they’ve seen results. A deposit doesn’t just protect your cash. It quietly removes your worst future clients from the pipeline before they become your problem.
How much, and when
There’s no universal number, but the sensible range is 25% to 50% of the project total, paid before work starts. Where you land depends on the risk you’re carrying:
- New client, no track record together: aim high — 50%. You have no history to tell you they’ll pay, so you should be exposed to as little unpaid work as possible.
- Long-term client who always pays: you can drop lower, or skip it. The deposit is priced to the risk, and a reliable client is low risk.
- Big project with real costs: consider staged payments instead of one deposit — a third to start, a third at an agreed midpoint, the balance on delivery. That way you’re never more than one stage ahead of the money.
The principle underneath all of these is the same: never let the amount of unpaid work you’re carrying grow larger than you’re willing to lose. Staged payments are just that rule applied across a long job.
Make it non-refundable — and say so
A deposit that you cheerfully refund the moment a client changes their mind isn’t protecting you from anything. The whole point is that it commits both sides. Once you’ve turned down other work, blocked out time, and started the job, that deposit has done its job and shouldn’t be coming back.
State this in writing before you take the money: the deposit secures the booking and covers work begun; it’s non-refundable once the project starts. That single sentence prevents the most common deposit dispute, which is a client treating it as a fully-refundable holding fee right up until the day they walk away.
“Non-refundable” and “I keep the money no matter what” are not the same thing, and in some places the difference is a legal one. A deposit should reflect work actually done or opportunities genuinely turned away — not a penalty plucked from the air. Keep it proportionate, put the terms in writing, and if a project is large enough that real money rides on it, have someone check your wording against local rules.
How to ask without flinching
The mechanics matter less than the framing. If you present the deposit as a favour you’re nervously requesting, clients will treat it as negotiable. If you present it as simply how the work is booked, they’ll treat it as normal — because it is.
Fold it into the yes. When a client agrees to go ahead, your next message isn’t “would it be okay if I asked for a deposit?” It’s: “Great — I’ll get started once the deposit’s in. It’s 40%, and here’s the invoice. The balance is due on delivery.” No apology, no hedge, no asking permission for your own standard terms. You’re not requesting a special exception; you’re telling them how projects begin.
The freelancers who struggle with deposits are almost always the ones who ask tentatively and then fold at the first hint of resistance. The ones who never think about it again are the ones who made it a fixed part of how they work, printed it on the quote, and stopped treating it as a thing to be granted.
Where Billable comes in
A deposit only helps if the paperwork keeps up with it. In Billable, you can invoice the upfront portion the moment a project is agreed and the balance on delivery, with both bills tied to the same client and project — so you always know how much of a job has been paid for and how much you’re still carrying.
Because outstanding balances and what’s due are visible at a glance, “have they paid the deposit yet?” stops being a thing you check your bank feed for. You can see, project by project, exactly where the money sits before you commit the next block of your week. It’s free for up to two active projects, then one flat plan — no seats, no tiers, no per-user fees. Take a look and stop working for people who were never going to pay.