Invoice Generator for Copywriters
Track writing deliverables with confidence. This copywriter invoice template includes line items for blogs, web copy, and campaign sequences.
📖 Understand this document
An invoice is a formal request for payment. You send it to your client after completing work or reaching a payment milestone. It contains your business details, a description of the services rendered, the total amount due, and payment instructions.
Key components
- Invoice number — a unique sequential reference for your records and the client's accounts payable.
- Due date — when payment is expected. Net-15 or Net-30 are common.
- Line items — individual services or products with quantity, rate, and total.
- Payment terms — how you accept payment (bank transfer, PayPal, etc.) and any late fee policies.
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1. Typical Deliverables for Freelance Copywriters
When operating as a premium freelance copywriter, the deliverables you provide go far beyond simply writing words on a page. You are delivering strategic assets designed to convert readers into buyers, subscribers into loyal advocates, and casual browsers into engaged community members. Understanding the full scope of your potential deliverables is the first step toward commanding higher rates and positioning yourself as an invaluable partner rather than a disposable commodity. In this comprehensive breakdown, we will explore the core deliverables that make up a successful copywriting business, examining the nuances, strategic requirements, and value propositions of each.
Website Copywriting
Website copy is the foundational digital storefront for any modern business. It is rarely just one page; rather, it is an interconnected ecosystem of messaging that guides a prospect through the buyer’s journey. The typical website copy project includes several distinct components, each with its own strategic objective:
- The Homepage: This is the grand entrance. A homepage must immediately communicate the unique value proposition (UVP), establish brand authority, and provide clear navigation to deeper, conversion-focused pages. It requires a delicate balance of clarity, emotional resonance, and above-the-fold optimization. Good homepage copy acts as a sophisticated traffic director, segmenting audiences and speaking to their specific pain points within seconds of arrival.
- The About Page: Often the second most visited page on a website, the About page is not merely a biography. It is a strategic narrative that builds trust, humanizes the brand, and subtly positions the company's story as the solution to the reader's problems. Premium copywriters know how to weave the founder's journey or the company's mission into a compelling brand story that resonates deeply with the target demographic, transforming a corporate timeline into a manifesto of shared values.
- Service and Product Pages: These are the heavy lifters of the website. Service pages must meticulously break down offerings, addressing every possible objection while highlighting the transformational benefits (not just the features) of the service. They require deep psychological insight into why a customer buys. Product pages in e-commerce, similarly, must combine sensory language with hard data, using bullet points, social proof, and risk-reversal guarantees to push the prospect toward the "Add to Cart" button.
- Landing Pages (Squeeze Pages / Sales Pages): Unlike standard web pages, landing pages have a singular, hyper-focused objective: conversion. Whether the goal is capturing an email address for a lead magnet or selling a high-ticket course, landing pages strip away distractions (like standard navigation menus) and rely entirely on persuasive momentum. A long-form sales page might run anywhere from 1,500 to 5,000 words, utilizing a sophisticated structure of hooks, agitation, solution-presentation, social proof, and urgent calls-to-action (CTAs).
Email Marketing Sequences
Email remains one of the highest ROI channels in digital marketing, making email copy an incredibly lucrative deliverable. Email sequences are automated series of messages triggered by specific user actions. They are the engine of backend monetization for many businesses.
- The Welcome Sequence (Soap Opera Sequence): When a new subscriber joins a list, the first 5-7 days are critical. The welcome sequence is designed to indoctrinate the subscriber, introduce the brand persona, build immense goodwill, and typically climax with a low-barrier introductory offer. It often uses open-loops and narrative storytelling to ensure the reader eagerly anticipates the next email.
- Abandoned Cart Sequences: For e-commerce and SaaS, abandoned cart emails are pure revenue recovery. A typical 3-part sequence addresses technical issues, injects scarcity, and finally offers a timeline-restricted incentive (like a discount or free shipping). The copy must be urgent but empathetic, reminding the user of the desire that drove them to the checkout page in the first place.
- Product Launch Sequences: When launching a new product, a highly orchestrated sequence of emails is required to build anticipation, educate the market, and drive massive sales on launch day. This often follows a "Product Launch Formula" structure, starting with educational content, transitioning into ownership-framing, and culminating in a hard-selling cart-open period laden with urgency and bonuses.
- Nurture and Broadcast Emails: Beyond automated sequences, businesses need ongoing weekly or daily broadcasts to stay top-of-mind. These can be newsletter-style roundups, story-driven daily emails (like the Seinfeld approach), or promotional blasts. Writing consistent, engaging broadcast emails is a staple retainer service for many copywriters.
Additional High-Value Deliverables
Beyond web copy and email, the copywriting ecosystem includes a vast array of specialized assets:
- Direct Response Sales Letters: Often used in the financial, health, and info-product spaces, these are extensive, deeply researched persuasive documents that can run over 10,000 words. They require a mastery of buyer psychology, risk reversal, and long-form storytelling.
- Advertising Copy (Meta, Google, LinkedIn Ads): Ad copy is the art of micro-persuasion. It involves writing scroll-stopping headlines, compelling primary text, and highly clickable CTAs within strict character limits and platform compliance rules.
- Video Sales Letter (VSL) Scripts: As video dominates the internet, VSLs have replaced many written sales pages. Writing a VSL requires not just persuasive copy, but an understanding of pacing, visual cues, and audio-visual synergy.
- White Papers and Case Studies: Crucial for B2B lead generation, these documents blend journalistic research with subtle persuasion. A case study, formatted as a "Hero's Journey," demonstrates precisely how a product solved a critical problem, providing indispensable social proof.
2. Payment Terms: Embracing Value-Based Pricing
The most transformative shift a freelance copywriter can make in their career is the transition from commoditized pricing models to value-based pricing. How you structure your payment terms fundamentally dictates how clients perceive your worth. If you charge by the word or by the hour, you are penalizing yourself for efficiency and expertise. Furthermore, you are framing your work as a raw material rather than a strategic business investment. In this section, we will thoroughly deconstruct payment terms, emphasizing the absolute necessity of value-based pricing and rigorous payment scheduling.
The Flaws of Traditional Pricing Models
Before we advocate for value-based pricing, we must understand the critical failures of traditional models in the copywriting space:
- Per-Word Pricing: This is the hallmark of content mills and amateur writers. Charging per word encourages verbosity and dilutes the impact of the copy. In copywriting, brevity is often more valuable. A single, perfectly crafted 5-word headline might take hours to conceptualize and test, and it might generate millions in revenue. Paying $0.10 per word for that headline yields $0.50, an absurd misalignment of value.
- Hourly Pricing: Charging by the hour punishes the experienced writer. A veteran copywriter might draft a high-converting sales email in 45 minutes, while a novice might take 5 hours. Under an hourly model, the novice is paid more for inferior work. Furthermore, hourly billing forces you to track time meticulously and justifies client micromanagement, leading to endless disputes over "how long it really took."
Defining Value-Based Pricing
Value-based pricing aligns your fee with the financial outcome your copy generates for the client. Instead of asking, "How much time will this take me?", you ask the client, "What is the financial impact of solving this problem?"
For example, if a client wants you to rewrite an email sequence that currently generates $10,000 a month, and your goal is to increase that conversion rate by 20% (an extra $2,000 a month or $24,000 a year), pricing the project at $4,000 is highly reasonable. It represents a fraction of the value created. You are no longer selling words; you are selling a $24,000 revenue bump. This positioning completely changes the dynamic of the sales call.
Structuring Your Payment Schedules
Even with value-based pricing, your cash flow depends on rigorous payment terms. Never operate like a bank for your clients. Your terms must protect your time, guarantee your income, and establish professional boundaries.
- The 50/50 Model: The industry standard for project-based work. You require a 50% non-refundable deposit to secure your calendar space and commence research. The remaining 50% is due upon delivery of the first draft (not the final approved draft). Tying the final payment to client approval is a fatal error, as clients can delay reviews indefinitely, holding your money hostage.
- The 100% Upfront Model: For smaller projects (typically under $2,000) or high-demand experts, charging 100% upfront is highly recommended. It eliminates collections overhead entirely and filters out problematic clients who lack liquidity.
- The Milestone Model (33/33/34 or 25/25/25/25): For massive projects exceeding $10,000 (like a full enterprise website overhaul), breaking payments down by project milestones is acceptable. However, ensure each milestone payment is triggered by *delivery* of a specific asset, not client approval.
Net-Terms vs. Upon Receipt
Corporate clients will often push for Net-30, Net-60, or even Net-90 terms, meaning they have 30 to 90 days to pay the invoice after it is issued. As a freelancer, you are not a credit institution. You must fiercely negotiate against extended Net terms.
Your standard invoice should state "Due Upon Receipt" or, at maximum, "Net-7" or "Net-15". If a large corporate entity absolutely mandates Net-30 due to their rigid accounting departments, you should bake a "financing fee" into your proposal. If they want to pay 30 days late, the project price increases by 10%. This compensates you for the cash flow disruption and the administrative burden of tracking the invoice.
3. Pricing Context and Average Rates
"How much should I charge?" is the perennial question of the freelance copywriter. While value-based pricing is the ultimate goal, it is vital to understand the broader context of market rates. Knowing the spectrum of standard fees allows you to benchmark your progress, confidently quote prospects, and avoid grossly underpricing your services. The rates below are reflective of the current professional market (excluding bottom-tier gig platforms like Fiverr or low-end Upwork jobs, which do not represent professional benchmarks).
The Three Tiers of Copywriting Rates
Copywriting rates are generally divided into three distinct tiers of experience and proven results.
Tier 1: The Beginner / Junior Copywriter
A beginner has a solid grasp of copywriting principles but lacks a deep portfolio of verifiable results. They are building their reputation and learning client management.
- Website Homepage: $300 - $800
- Landing Page: $500 - $1,000
- Email Sequence (5 parts): $250 - $600
- Blog Posts / SEO Articles: $100 - $250 per piece
- Hourly Equivalent Target: $35 - $60 / hour
Tier 2: The Intermediate / Professional Copywriter
This is where most full-time, successful freelance copywriters reside. They have case studies, strong testimonials, and a specialized niche (e.g., B2B SaaS, Health & Wellness, E-commerce). They understand strategy, not just writing.
- Website Homepage: $1,500 - $3,500
- Full Website Copy (5 pages): $4,000 - $8,000
- Long-form Sales Page: $2,500 - $5,000
- Email Sequence (5-7 parts): $1,000 - $2,500
- Hourly Equivalent Target: $100 - $150 / hour
Tier 3: The Expert / A-List Copywriter
Experts are industry authorities. They often have track records of generating millions of dollars for their clients. They don't just write copy; they dictate the entire marketing strategy, funnel architecture, and brand positioning. Their rates are heavily value-based and often include performance royalties.
- Website Strategy & Copy: $10,000 - $25,000+
- Direct Response Sales Letter / VSL: $10,000 - $50,000+ (plus 2% to 5% gross royalties)
- Strategic Consulting (Day Rate): $2,500 - $5,000+ per day
- Hourly Equivalent Target: $300 - $500+ / hour
Factors That Influence Pricing Context
Several variables will push your rates up or down within these tiers. Understanding these multipliers is crucial for accurate quoting:
- Industry/Niche Profitability: A copywriter specializing in B2B enterprise software can charge significantly more than one writing for local mom-and-pop restaurants. The SaaS company's Customer Lifetime Value (LTV) might be $50,000, whereas the restaurant's is $500. Your pricing must reflect the financial scale of the client's industry. Finance, Medical Tech, and High-Ticket Coaching are notoriously lucrative niches.
- Scope of Research Required: Writing a sales page for a simple consumer product (like a dog collar) requires far less research than writing a white paper on blockchain integration for supply chain logistics. Deep technical research, interviewing subject matter experts (SMEs), and analyzing dense competitor data must be factored into the project fee.
- Urgency (The Rush Fee): If a client requires a 48-hour turnaround on a project that typically takes two weeks, a premium must be applied. A standard industry practice is a 50% to 100% "Rush Fee" surcharge. This compensates you for the stress, the disruption to your existing schedule, and the inherent value of speed.
- The inclusion of Strategy vs. Execution: If the client hands you a detailed brief, customer avatars, and an outline, you are executing. If the client comes to you with just an idea and you must formulate the offer, identify the avatars, and design the funnel, you are providing high-level strategy. Strategy is significantly more expensive than execution.
4. Common Billing Mistakes to Avoid
Even highly skilled writers can sabotage their businesses through poor billing practices. The transition from amateur freelancer to professional business owner is largely defined by the boundaries you enforce around your money and your time. A single poorly structured contract or a vague invoice can lead to thousands of dollars in lost revenue, endless frustration, and burnout. Here is a deep dive into the most catastrophic billing mistakes freelance copywriters make, and precisely how to avoid them.
Mistake #1: Charging Per Word
We have touched on this, but it bears repeating with extreme prejudice: charging per word is the fastest route to the bottom of the market. It fundamentally misaligns the incentives between you and the client. The client wants concise, punchy, high-converting copy. If you are paid per word, you are financially incentivized to write bloated, repetitive, and diluted text.
Furthermore, per-word pricing completely ignores the heavy lifting of copywriting: the research. A world-class copywriter might spend 80% of their time researching the market, analyzing competitors, and developing the hook, and only 20% of their time actually typing words. Per-word pricing reduces you to a typist. Never quote per word. Quote per project, based on value and scope.
Mistake #2: Allowing Unchecked Scope Creep
Scope creep is the silent killer of profitability. It happens when a client slowly adds "just one more thing" to the project without a corresponding increase in the budget. A 5-page website project suddenly includes "just a couple of welcome emails" and "maybe a quick bio for my LinkedIn." If you agree to these without a Change Order, your effective hourly rate plummets.
The Solution: The Change Order
Your contract must explicitly define the exact deliverables. Any request outside that explicit list must be met with a polite but firm response: "I'd be happy to add that to the project. Let me draw up a quick Change Order with the updated pricing and timeline, and once approved, I'll get started on it." This phrase instantly halts scope creep and ensures you are paid for extra work.
Mistake #3: Working Without a Deposit
Beginning work without money changing hands is a sign of desperation and unprofessionalism. It exposes you to catastrophic risk. A client might change their mind, their budget might be cut, or they might simply disappear. If you have done the research and drafted the copy without a deposit, you have worked for free.
Always require a minimum 50% non-refundable deposit before scheduling kickoff calls, conducting research, or writing a single word. The deposit serves two purposes: it provides you with cash flow, and more importantly, it secures the client's psychological buy-in. Clients who have paid a deposit are invested in the project's success and are much more likely to provide timely feedback.
Mistake #4: Tying Final Payments to "Client Approval"
This is perhaps the most common and devastating mistake. Your invoice states: "Final 50% due upon project completion and client approval." What happens if the client gets busy and doesn't review the copy for three months? What if they undergo an internal management change and the project is put on indefinite hold? Your final payment is held hostage by circumstances entirely outside your control.
The Fix: Tie your final payment to delivery, not approval. Your contract should state: "Final 50% is due upon delivery of the First Draft." This ensures you are paid for the work you have completed. Revisions (which we will cover next) are a separate phase of the project, governed by their own rules, but they should not delay your core compensation.
Mistake #5: Vague Revision Policies
If you do not strictly define your revision policy, you are inviting endless rounds of microscopic tweaking. "Can we try making it sound a bit more... blue?" A client without boundaries will endlessly iterate, draining your time and sanity.
A professional revision policy includes the following constraints:
- Quantity: "This project includes up to two (2) rounds of reasonable revisions."
- Timeline: "Revision requests must be submitted within 7 business days of draft delivery. If no feedback is received within 7 days, the draft is considered approved." (This prevents clients from returning six months later demanding changes).
- Scope: "Revisions cover adjustments to tone, phrasing, and minor structural changes. They do not cover complete rewrites due to a change in strategic direction after the initial brief was approved. Such changes require a new scope of work."
Mistake #6: Discounting Instead of Downscoping
When a prospect says, "Your price of $5,000 is too high. Our budget is $3,500," the amateur copywriter immediately drops their price to $3,500 to win the job. This is a fatal error. It tells the client that your original price was inflated and completely destroys your negotiating leverage. It shows a lack of confidence in your value.
If a client cannot meet your budget, you do not discount the price; you reduce the scope. You reply, "I understand $3,500 is your ceiling. For that budget, we cannot do the full 5-page website and the email sequence. However, we can execute the Homepage and the critical Sales Page for $3,500, which will get your highest-converting assets live immediately. Would you like to proceed with that reduced scope?" This maintains your premium positioning and protects your hourly realization rate.
5. Detailed Worked Examples of Invoicing
Theory is helpful, but seeing exactly how professional copywriters structure their proposals and invoices bridges the gap between concept and execution. A well-crafted invoice is a tool of authority. It clearly delineates value, sets boundaries, and ensures smooth financial transactions. Below are three detailed, real-world examples of how to price, structure, and invoice different types of copywriting projects.
Example 1: The B2B SaaS Website Relaunch
Client Context: A mid-stage SaaS company selling project management software. They have secured Series A funding and need a complete overhaul of their website messaging to target Enterprise clients rather than small businesses. This requires heavy strategic repositioning, customer interviews, and completely new copy for their core pages.
Proposal Scope & Pricing Breakdown:
- Phase 1: Discovery & Strategy (Voice of Customer Research)
Includes 5 customer interviews, competitor analysis, and Brand Voice Guide$2,500 - Phase 2: Core Website Copy (5 Pages)
Homepage, Product/Features, Enterprise Solutions, About Us, Demo Landing Page$5,000 - Phase 3: Wireframe Mockups
Delivering copy in low-fidelity Figma wireframes for visual context$1,000 - Total Project Investment:$8,500
Invoice Terms & Schedule:
Invoice #1042-A (Deposit): $4,250.00 (Due immediately to secure start date)
Invoice #1042-B (Final): $4,250.00 (Due upon delivery of the First Draft of Phase 2 assets)
Terms: Due Upon Receipt. Late payments incur a 5% monthly fee. Includes up to two (2) rounds of revisions per page, to be requested within 7 days of delivery.
Example 2: The E-Commerce Email Retention System
Client Context: A direct-to-consumer (DTC) skincare brand is losing revenue due to a lack of automated backend emails. They need a high-converting Welcome Sequence to convert new subscribers and an Abandoned Cart Sequence to recover lost sales. The focus is purely on direct response and immediate ROI.
Proposal Scope & Pricing Breakdown:
- The "Soap Opera" Welcome Sequence (5 Emails)
Brand indoctrination, founder story, and introductory offer pitch$1,500 - The Abandoned Cart Recovery Sequence (3 Emails)
Logic/reminder, scarcity, and final incentive breakdown$900 - Total Project Investment:$2,400
Invoice Terms & Schedule:
Invoice #2011 (Full Payment): $2,400.00
Terms: 100% Upfront. Due to the rapid turnaround and size of this project, full payment is required to commence work. Delivery within 10 business days. Revisions (up to 2 rounds) must be consolidated and returned within 5 days of draft delivery.
Note: By charging 100% upfront for smaller projects under $3,000, you streamline administration and protect yourself from chasing micro-payments.
Example 3: The Monthly Content Retainer
Client Context: A financial advisory firm needs ongoing thought leadership content. They lack the time to write, but they have deep expertise. They want a copywriter to interview their lead advisors monthly and produce SEO-optimized long-form articles and corresponding LinkedIn posts to generate inbound leads.
Retainer Scope & Pricing Breakdown (Monthly):
- Monthly SME Interviews (2x 45-min sessions)
Extracting insights and industry opinions from lead advisorsIncluded - Long-Form Authority Articles (2 per month)
1,500+ words each, fully researched, SEO optimized with target keywords$2,000 - Social Media Repurposing (8 LinkedIn Posts)
Extracting micro-content from the articles for weekly social distribution$800 - Monthly Retainer Fee:$2,800 / mo
Invoice Terms & Schedule:
Invoice #3055 (November Retainer): $2,800.00
Terms: Recurring invoice issued on the 1st of every month. Payment due by the 5th to secure the month's production block. Minimum 3-month commitment required. 30-day cancellation notice required thereafter. Unused deliverables do not roll over to the next month ("Use it or lose it" policy).
6. Frequently Asked Questions (FAQ)
Navigating the business side of freelance copywriting can be complex. Below, we address the eight most critical, comprehensive questions copywriters face regarding deliverables, pricing, and client management. These answers are designed to provide actionable, professional frameworks rather than superficial advice.
Q1: How do I confidently transition from hourly/per-word to value-based pricing?
The transition requires a fundamental shift in your sales conversations. You must stop talking about yourself (your words, your time, your process) and start intensely interrogating the client's business metrics. During the discovery call, you must ask: "What is a new customer worth to you? What is the current conversion rate of this page? If we increase that by 1%, what does that mean in annual revenue?" Once you uncover the financial gap your copy will fill, you anchor your price against that future revenue. If your copy will realistically generate $50,000 in new sales, quoting a $5,000 project fee is no longer a "cost"—it is a high-yield investment. Practice this conversation framework repeatedly until it feels natural.
Q2: What is the best way to handle clients who balk at my premium rates?
First, recognize that not every prospect is a qualified buyer. Price objections are often a symptom of failing to establish value during the sales process. However, if a client balks, never immediately offer a discount, as this destroys trust. Instead, employ the "Downscope Strategy." Reply with: "I understand that $6,000 is outside your current budget. If your hard ceiling is $4,000, we can still work together, but we need to adjust the deliverables. We can execute the high-priority Home and Service pages, and tackle the email sequence next quarter." If they demand the full scope for the lower price, they are a toxic client; walk away professionally. Your premium rates act as a necessary filter against bad clients.
Q3: How many revisions should I include, and how do I enforce the limit?
The industry standard for premium copywriting is two (2) rounds of revisions. Anything more invites indecision and scope creep. To enforce this, you must set the expectation explicitly during onboarding and in your contract. When delivering the first draft, send an email stating: "Attached is the first draft. As per our agreement, this triggers the start of our first revision round. Please review with your team and compile ALL feedback into a single, consolidated document by [Date, e.g., next Friday]. We will execute all changes at once." If they send an email three weeks later with new ideas, politely inform them that they have exhausted their revision rounds and provide a quote for an hourly consultation to implement the new changes.
Q4: Should I charge for the initial discovery and research phase?
Yes, absolutely. Research is the most valuable and labor-intensive part of copywriting. For smaller projects, bake the research fee invisibly into the total project cost. For massive projects (e.g., enterprise branding or complete funnel overhauls), you should explicitly break it out as a paid "Roadmapping" or "Discovery" phase (often priced between $1,000 - $3,000). The client pays for this phase first. The deliverable is a comprehensive strategy document. At the end of this phase, the client can choose to hire you to execute the copy, or they can take your strategy and hire a cheaper writer. By charging for discovery, you get paid for your brain, not just your fingers.
Q5: What is a "Kill Fee" and when should I enforce it?
A Kill Fee (or Cancellation Clause) protects you if a client abruptly terminates a project through no fault of your own (e.g., their company pivots, funding dries up, or leadership changes). Your contract should stipulate that the initial 50% deposit is completely non-refundable, acting as a de facto kill fee for the first half of the project. If the project is cancelled after you have delivered the first draft, the clause should state that 100% of the project fee is due immediately. Never surrender your time or intellectual labor without financial protection.
Q6: Who owns the copyright to the work I produce?
Under standard "Work for Hire" doctrine in many jurisdictions, the creator (you) retains the copyright until it is formally transferred. Your contract must explicitly state when the transfer of intellectual property (IP) occurs. The golden rule is: IP rights are only transferred to the client upon receipt of final payment in full. This provides massive leverage. If a client attempts to use your copy without paying the final invoice, they are committing copyright infringement, giving you immense legal recourse to collect your debt.
Q7: How do I handle clients who are chronically late with payments?
Prevention is better than a cure. First, minimize exposure by charging 50% to 100% upfront, and tie final payments to draft delivery, not approval. If an invoice does go overdue, utilize an automated sequence. Send a polite reminder 2 days before the due date. On the due date, send a firm notice. At 7 days overdue, invoke the late fee clause mandated in your contract (e.g., "A 5% compounding late fee is applied every 15 days"). If they ignore you, instantly halt all ongoing work. Never write another word or answer a strategic question for a client in arrears. If necessary, leverage your retention of IP rights (see Q6) to enforce payment.
Q8: Should unused retainer hours or deliverables roll over to the next month?
No. Never allow rollover in a retainer agreement. A retainer is not a savings account; it is a fee paid to reserve your capacity and availability for that specific month. If a client buys a retainer for four blog posts and only provides briefs for two, they lose the other two at the end of the month. If you allow rollover, a disorganized client will accumulate a massive backlog of deliverables, and suddenly, three months down the line, they will demand you write 12 blog posts in a single week, destroying your schedule. Enforce a strict "Use It or Lose It" policy to protect your operational capacity and enforce client accountability.
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Frequently asked questions
Charging per word is outdated and penalizes concise, high-converting writing. A 5-word headline that drives a million dollars in sales is worth more than a 1,000-word blog post. Always charge a flat project fee based on the value and scope.
Your contract and initial invoice terms should state that if the project is canceled halfway through, the client owes a "kill fee" (usually 50% of the total project, or whatever work has been completed up to that point).