What’s on the iPod: The Wild Hunt by The Tallest Man on Earth
It’s been a good week, albeit short. Even with Monday off for celebration and self-contained debauchery, I accomplished a good bit on my work list. I finished interviews for one article, started them for another, and organized a two-part article, which I hope to have completed by next week. I come into Friday in pretty decent shape.
Over on the 5 Buck Forum, there’s a current discussion about rates and what to do when clients ask for reductions or discounts. Thanks to the person who started the discussion (you know who you are), I give you this week’s free advice post.
Free Advice Friday: The Client Discount Debate
One of the first dilemmas freelance writers come up against is that of the discounted rate. When is it okay? When isn’t it? When you’re entirely new to freelance writing or you’re still a little shaky on your feet, it’s not an answer that comes to you easily. Still, it’s a situation that comes up frequently. I still face it on occasion.
When should you discount your rate and when shouldn’t you? Here are a few times in which I’ve accepted a discount situation, or when I would if presented:
When it’s a long-time client with a trusted history. Mind you, I’ve had some long-time clients (now former clients) who would expect discounts, but who haven’t built the trust needed for me to do that. In one case, the client was so scattered about payment, I wasn’t sure a bargain-rate invoice would have been paid any faster than the ones she didn’t pay for months on end. Contrast that with the client who came to me saying her superiors were capping her budget and would I work for less than I had been to date? I jumped at the chance to continue the relationship because of her dealings with me — she treated me like a pro and never assumed I was anything other than a business person and colleague. If you and your client have built a mutually trusting, respectful relationship, you’re in a much better place to want to offer a discount.
When the workload warrants it. If you’ve ever agreed to a lower rate before knowing the full scope of the project, you know the hell and resentment that comes from not having enough information. However, there are time client work is easy/fun/enjoyable/educational enough that you don’t mind working for less.
When it’s a cause you believe in. I volunteered my services once in my life. It was for a charity, and I had a personal connection to its cause. Since then, I have been asked to donate my services, but for businesses, not charities. Unless there’s a really good reason why you’re not getting paid or not paid well enough, such as the money is being funneled to the people in need and not into some pseudo-business’ coffers, it’s probably a lousy idea and not worth your time. An example would be $5 articles for “up and coming” businesses that promise “your income will grow as we do.”
When it’s not expected at the outset. Suppose you’re sitting in a potential client’s office. He’s just shown you around his brand-new office, handed you a unique, top-of-the-line business card, and bragged a little about how much his business has grown. Then he says “Your rate is too high.” What will you respond? If you answered “Thank you for your time” and got up to leave, you’re on the right track. A client who is clearly charging what he pleases is not in a position to tell you what to charge, nor is it your duty to please someone who is spending money frivolously. The same goes for clients who try to strong-arm you, insult you, or guilt you into giving them a discount. A client worth keeping is the one who treats negotiations tactfully and respectfully.
These are just a few situations where negotiating a lower rate could work for you. That’s not to say what I do is necessarily what you should do — to the contrary, each situation is going to be different enough that you should learn to trust your own gut. If you know you’ll be okay earning a little less, or if you know you simply can’t make that kind of concession, you’ll know what to do the next time a discount is brought up.
Writers, under what circumstances are you willing to discount your rates?
Has there ever been a time you’ve given or accepted a discount that you regretted?
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