We’re counting down to the homestretch – the Second Annual Writers Worth Day is May 15th, and I’m asking all of you to spread the word today, tomorrow, May 15th, May 16th, August 2nd…. you get the idea. Find some way – your way – to make this your day to educate our masses. In the meantime, let’s share some ideas, thoughts, frequently asked questions, etc. to start the ball rolling.
First thing new writers need to know – beyond how to take themselves seriously – is how to spot and avoid a bargain shopper. Typically, you’ll talk with your client about the project, formulate a plan, then develop your project fee estimate. Once you present the estimate, it’s not uncommon for a client to counter at a lower rate. This is where you can decide if that rate is acceptable or not. If not, restate your rate or come up with a middle ground (which I would not normally suggest – you’ll see why in a minute).
Here’s how to spot a bargain hunter – if you’ve come down partially in your fee (but not to his level), he’s going to counter. If he does, thank him and move on. Seriously. Once I had someone state that my price wasn’t within his range. Fine. What’s your range? He gave me his figure. It was $8K less than my quote. I told him I could complete all three of his intended projects at 25 percent off each if he signed all with me. My best offer, and a darned good one. It would’ve netted him much more of a savings than his offer, and I would still retain some balance in workload-versus-fees.
He countered with an offer that was worse than his first. It’s when I restated my last estimate and told him it was my best. Never heard from him again.
The problem is this – we know how much time and effort it should take to finish some projects. If not, we give a per-hour rate and an estimated time frame. We’re doing our best to guess as accurately as possible and get the work done given any unforeseen issues. We’re not negotiating based on a random number – we’re negotiating on exactly the parameters we provide.
It’s not an auction. We’re professionals. No other professional will accept the same renegotiation of the price. Not mechanics, not plumbers, not landscapers or sanitation workers. The price is set so the job gets done and we can earn a living.
It may seem harsh, but too often the renogotiated price comes with strings. Either the client throws in additional, undiscussed work (in that case you respond with an additional contract covering just that work, even if it’s “just” a small thing), or suddenly thinks the price is still too high. If they’re bargain shopping, they’re not really going to understand how the contract still needs to be paid if they change their minds and the parameters of the project.
I’m all for helping a client afford my work. It’s why I offer PayPal options (they can pay by credit card there), monthly, or some acceptable option of getting the bill paid without bankrupting the client. But it’s not within my power or desire to slash prices to where they get it for nothing and I lose billable hours dawdling with someone who probably wouldn’t pay me my worth no matter how much money they had.
Lori, I’m really looking forward to reading the posts everyone will be writing in honor of that day. I need to choose a topic!
“It’s not an auction.” Unfortunately, sites like Elance and Guru promote the auction mentality. They hurt us as much as mill content sites in m opinion.
When the utitlies and the landlord negotiate lower rates or sliding scales, I’ll do that to my customers.
Other fields hold their rates; so should we.
That’s why I think it’s important to restate it, Devon. Our work is NOT up for auction. It’s up for sale. Period. The price is the price. I’m willing to negotiate if I can, but I’m not going to give my work away.
Kimberly, whatever you choose to write about is great! Swipe an idea from here; I’m fine with that! The goal is to get the word out to as many people as we can.
Ughhhhhh, I hate the bargain shoppers. One tip I’ve heard (and use) is that if you give a client a price range, always make sure you set the BOTTOM of your range at your goal, and estimate upward for the top end. Clients will almost always want the price to be the lower of what you tell them. And then you look good when you give it to them. :o)
It’s pretty much a given that the clients who want to negotiate down the price turn out to be high maintenance, demanding, and need lots of hand holding. I’m with Lori. I may counter with a lower rate in exchange for volume work, attach the discount to the back end of a series of projects, or whatever, but after I make one counter offer, I’m done.
I’m glad you agree, Eileen. In fact, I expected a bit more resistance from writers on this one. It’s been my experience that someone who thinks it’s open bidding is going to expect high-priced service a Kmart prices. I’ve had people go off on me saying, “Why is your bid twice that of these other writers?” My response is that this is my business, not my hobby. I cannot control what some less serious writers will take for their services. And they get what they pay for.
I’m graduating!! And i have three (count em… 1,2,3!!) job offers on the table… I’m uber-pumped! Yay. I know this has nothing to do with your post, but oh well… guess I hope I dont get any cheap-skates!
Way to GO, Ruthibelle! Congratulations! That feels pretty damn good, doesn’t it? :))
Afternoon, Lori,
Trying to catch up on my blog reading— Part of my support for Writer’s Worth Day is to find my first paying gig.
Not that I’ll likely find one by the 15th, but I’m learning what it takes.
And why not, LL? Of COURSE you can! Envision it, get proactive, and it’ll happen!
Thank you, Lori!
In my wildest dreams I could NOT have suspected I’d be taken to task on that comment! (~: But that’s a good thing here.
Forging ahead—-
Blessings, Laura
You’ll do it, doll. I have every confidence. 🙂