Lovely weekend. We managed to get outside and enjoy the unusually warm weather. I was tempted to open the roof on the convertible yesterday! We weren’t able to fit in all the relaxing we wanted to, but I was able to be lazy for a few hours. That’s more refreshing than a nap sometimes.
In a few conversations last week with writer chums, and the consensus seemed to be that clients who question your rate will continue to do so after the contract is signed. One writer senses that his talents will be scrutinized at microscopic levels because the client kept asking at contract time why he thought he could charge so much. Another writer has a client currently who is busy trying to get around paying extra for bringing his friends’ opinions into the final editing stages. She said he told her no problem, he’ll just incorporate those changes himself, to which she wisely handed him a final invoice.
Even on the Five Buck Forum, we’re discussing the clients who question rates and their overall commitment to cost rather than to a trust relationship. It does seem endemic to difficult clients that they tend toward endless obsessing thinking about price and value. I’m all for value, but not if it compromises the project and ties my hands.
If the client is kicking the tires or dragging out the discussions on payment too long, it’s time to drop that client. Here’s why:
There’s no trust. Really. If you were trusted to do the job effectively, this client would not be looking for reasons why you’re not living up to your fee.
There will be limits placed on you. Try revising an article in two hours, including three new interviews, and pleasing that client. I couldn’t because guess what? It takes longer than two hours to write questions, conduct interviews, and pull together a great story. So don’t try. Say no and walk away.
There will be invoicing issues. As long as I’ve been freelancing I’ve been coming across tire kickers who expect the moon and ignore, avoid, or simply won’t pay the invoice without being threatened with litigation. In every case where the client has argued price, I’ve had to force payment from them.
There will be reductions in your workload. They wanted the entire press kit and marketing package. However, they can afford just the press release, but they’ll still expect you to work with the committee to revise it six times.
There will be increased expectations. When I raised my rates with one client, he began revising and talking to death each article. In one case, he got a bit fussy about a fact he swore wasn’t true. I’d gotten it from him, so…. The point is the minute they’re obligated to pay your rate, there will be a lot of oversight and don’t be surprised when they go looking for reasons not to pay you. Hint – if they’ve signed a contract, they’re obligated to pay. Period. No amount of grousing changes that.
What has been your experience with tire kickers? Have you been able to work with such clients successfully? Why or why not?
Warn them once, then drop them and move on. Not worth the aggravation.
I'm with Devon… If I've guessed wrong and accepted a client who turns out to be an A** I dump them, nicely.
The irony is, I can be a tire kicker myself when I have to hire someone. I want to get the best value for my money, but I don't try to get them to lower their prices. I just ask how far they can help me stretch my budget. So if a client is wise enough to know (as I do), that you have to pay for quality service but they honestly don't have the funds to do everything they want, I'd be okay with helping them prioritize their needs to match my rates. I wouldn't do that for flat out cheapskates, though.
Right now the bane of my existence is Electronic Funds Transfers. One long-time client just switched to EFT payments, saying it would be faster and I would have been paid two weeks ago if they'd mailed a check. A new client also uses EFTs; the contracts says they pay within 30 days of invoice (with language couching that, saying invoices are "accepted" not upon receipt, but upon final acceptance of the article…which pretty much makes it a guessing game). Final copy was sent November 1, and assuming it was "accepted" within a week, that should be here soon.
The accounting person at the longtime client just asked if m payment had arrived – according t o my bank it isn't even pending yet!
I'm with Devon and Anne.
I have no patience with people who want the sun, the moon, and the stars for the price of a few twinkles.
Smart ladies – all of you! Yet how long did it take us to learn that lesson? For me, a few times.
Jodi, that's the quote of the week. 🙂