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NaNo count: Don’t ask. Just. Don’t.
Here’s the thing – I was on track with NaNo until Tuesday. That’s when the parents arrived. I had been able to get a good deal done on it, but then I hit some snags in the plot and then the work from the clients came pouring in, then the relatives for the holiday. I bailed. I’ll get it done, but I’m unable to kill myself in order to meet the self-imposed deadline. So there you go. Lesson – never proclaim publicly that you won’t fail. It’s a sure guarantee you will. 😉
I don’t feel too badly because I’m working with three new clients and happily meeting tight deadlines. After this past Summer of Intense Drought, I’m not complaining. But there are six projects in my hands, all due within ten days. Time to sprint.
I want to thank all of you who surprised me with nominations and seconds for the Write to Done top blog contest. You who know me know I never liked the feeding frenzy that surrounds some of those contests, but being nominated and having such nice things said about this blog really means the world to me. I’ve won already no matter what the outcome. Thank you.
Today the work will come first because my commitment is to those people who are needing my help. My manuscript will figure into it, but only after I get everyone sorted and things organized so that I can work mini miracles with the small amounts of time I have. All crossed fingers and any good vibes are welcome.
Bouncing back to our conversation on Wednesday about negotiating from a position of strength, Carl said it best in his comment – “Structuring your business so that you have a predictable flow of leads is the key.”
How true. If you have two clients and a trickle of work, you’re eagerness to get more work in is going to be your negotiating position. If you have five clients and enough work to keep you quite busy, you’re going to be more selective in what else you take on. For example, I’m working with some big corporations right now, all of which pay my top rate without flinching. I was approached by a client a few weeks back who dictated their rates to me.
A few things are wrong with that. First, I don’t let others tell me what I’m charging any more than a customer would tell a kitchen installer or a lawn service what they’re going to bill. I’m a business and I set the rates. If they pay it, I’ll work myself like crazy for them. If they don’t, best of luck to them.
Second, I’m not in a position to take on projects that don’t pay what I normally charge. I’m already working quite hard for people who better value my skills. They’re going to get my full attention, not the guy who tries to sneak in about 30 percent under my usual fee and expects constant attention.
The way to keep yourself in that same sweet spot?
Keep marketing. I sat idle for about eight days. Each day started and ended with marketing and reaching out. It paid off. Every one of these new clients (well, except for one) came from that push. Plus I have one more client I’m talking with about possible future work.
Keep the price commensurate with what you’re already doing. Client One agreed to my rate (which is an increase I implemented early in the spring). When Client Two came along, I gave them that same rate. Client Three is paying it, as well. Why? Because the first two proved that it’s a rate I can command. Same goes for you – if your best client is paying you $100 an hour, why not expect that of your other clients?
Keep aiming higher. The trick for me was to hit on clients that were used to working at a higher level, meaning they are corporations and they expect to pay for quality work. If you search for clients higher up the food chain, you’ll have an easier time finding someone willing to afford you.
Have you raised your rates? What has happened when you did? If not, why not? What barrier is getting in your way?
10 responses to “Marathon Time”
I need to market for January. I lost a gig and need to replace it. So that has to start this week.
The Cape had a really good season, so I think there will be some decent work out there.
I just have to strip off the cleaning gloves I had to use for the past 48 hours to decontaminate the house and get moving.
I didn't raise my rates in 2011, so I need to do that for 2012. My oldest clients are aware that they got a break then, so I doubt they'll blink when I notify them. And I'm definitely quoting a higher rate for all new clients. And you're right – when you have a good amount of work in the pipeline, you're in a better position to negotiate than when you're desperate to get the business.
Hang in there, Devon. With determination and enough chemicals, you'll win the bug war. 🙂 I've no doubt you'll have a new client this week, either. If anyone can, you can.
Go for it, Damaria. I think given your exceptional background, you're in a sweet position to earn what you want to earn.
I always do what I can to maximize my income, and that definitely includes raising my rates.
In my particular specialty, though, sometimes a client has a fixed budget and can't go higher. If the project meets my minimum hourly rate and I have the time to do it, I'll usually go for it anyway.
Good point, John. There are times when the rate isn't necessarily one they can match. If the industry dictates it, then you're hard-pressed to change it.
Sounds like my goal for 2012 is finding other markets for my work. Periodicals set their rates (which almost never go up), and sadly I've yet to find a $5/word market.
I hear you, Paula! Wouldn't that be the holy grail?
It doesn't help that about 1/4 of the class to whom I made a year-long commitment can't cut it. I have to make up for that lost income along with the lost gigs.
That's really disheartening. I thought your concept and outline were terrific.
The catch for me, Lori, is I don't have experience working with corporate clients or with the type of work they do, so why would they hire me? That's a big hurdle.