If you’ve worked as a freelancer or entrepreneur for at least one day, you’ve probably already realised that money conversations are the hardest and most awkward part of the job. We get it, you’re the talent, not the sales manager! So, if someone is expecting a discount or says they don’t have the budget, here are several time-tested and effective ways to negotiate better prices for your services.
How to reply when someone asks you to work for free
Unless you’re at the very early stages of your business and still building your portfolio, working for free is something you probably don’t want to do (and shouldn’t be doing!) But replying with a ‘hey, dude, I have bills to pay’ definitely won’t be the best business decision as well. So, what’s the polite way to reply?
Experienced entrepreneurs suggest firstly thanking your potential client for their interest in your services then you can explain that you’re not accepting any unpaid work at this stage and send them a couple of links to your clients’ testimonials and a list of perks and benefits that come with choosing your company over any other. Wrap up your email kindly, saying you would love to work with them but hope they will find a wonderful provider of this service quickly and easily should they decide not to work with you.
Chances are, you’ll never hear from these people again! But don’t let that upset you. Some of these clients will also return to you with the needed budget suddenly – magically – deposited into your account.
When someone expects a discount
It’s not unusual to offer mates rates, seasonal discounts or attractive packages for your clients. But what if someone wants you to do your job for a lower rate for no particular reason? Be confident in yourself and your prices and don’t let your clients dictate how much you charge!
Instead, thank your potential client for reviewing your proposal and suggested prices. Then, explain why this is the best price for the job you will be doing based on your experience, tools you will be using, time you will be spending on it and your unique take on services that they won’t find anywhere else. Finally, mention that you can always go through the proposal together and tailor the number of services / work hours to better fit their budget.
This way, you’re showing that there is an option to pay less but they won’t be getting the entire scope from the original package.
When the job stretches beyond the original limits
Whether it’s endless revisions and edits for the project you’ve completed or way more tasks than you’ve originally anticipated, there is only so much you should be doing above what you’ve originally agreed to.
In this case, it’s important to remind how many reviews of the final project were included in the price or list the exact tasks that were originally planned and tasks that occurred in the process. Mention that you’re happy to update the original proposal with new tasks and new prices and email it to them for their review.
It’s important to set boundaries and remind them where necessary. Be firm when it comes to your time and money. You’re worth it!
