I am a strong advocate for creating good boundaries in your business, and it holds especially true for freelance copywriters..
Training your customers on how to do business with you, so that you can maximize your productivity and profits, is vital.
But I don’t like to be the guy who always says “no”.
I like to find ways to say yes.
I don’t haggle over my rates as a freelance copywriter and marketing consultant.
Does that mean that when I am in conversation with a new client, I’m quick to quote an astronomical rate, and turn them away if they suggest a lower payment? Not at all.
I simply look for ways to change the nature of the offer, so that I’m able to accommodate their rate request.
It’s as simple as asking a few targeted questions:
- “If we were able to lower the price to what you ask, would you be ready to do business today?” If the answer to this question is no, the discussion is really over isn’t it?
- “What part of the project seems most important to you, if we were able to deliver it for the price you suggest?” This helps identify pieces of the project you may be able to eliminate, thus also eliminating the expense created by that particular activity, giving you more flexibility in your rate.
- “What makes you think our service is only worth the amount you mentioned?” You have to be careful of your tone of voice when asking this question; you don’t want to sound confrontational. But the issue may simply be one of the perception of value. If the client doesn’t feel that having me consult on a product launch is worth $50,000 upfront, no amount of sales technique will get them to write me that check. I need to determine where they feel the value is.
While these suggestions may not turn every price negotiation into a business deal, they will help you find ways to say yes to proposals you might’ve said no to in the past.
And that can dramatically increase your bottom line.
If you'd like more tips on how to market your copywriting services, you'll want to get on the notification list for my upcoming newsletter. It's called “Marketing Your Copywriting Services” and it’s just for copywriters. Copywriters who want more clients… juicier assignments… and bigger fees… fast.