No, it sure doesn’t, Lori.

That open call is always a red flag for me, David. It doesn’t even sound good, does it?

Yea Paula, that first one has me scratching my head, too. But it happens too often. I’m not sure exactly what would cause them to go silent, but I’m glad Company B has been a good one for you.

You’re smart to follow up with the first bunch. You never know.

Company A: I had nice, lengthy calls with top execs of a boutique marketing firm. A friend had referred me to them (and them to me) AFTER I’d already contacted them after checking out their website. They said they loved my word. They loved my versatility. They asked my hourly rate.

I told them I prefer per-project fees, since hourly rates penalize efficiency. I said with per-project fees both sides know how much the final total will be, and they won’t be paying extra for slower workers. I said I base project rates on my ideal hourly rate. They pushed. I stated an hourly rate slightly above what I really wanted, adding “Per-project rates also allow more room for negotiation.”

They sent me a contract, NDA, and W9. The owner said they’ll be in touch when something comes up. Crickets. I checked back a month or so later, they said business was slow but would be in touch. Meanwhile, I know the friend who’d been writing for them for a couple years had to turn down work from them. I checked back another time or two, same “we’re waiting for the right assignment.”

Company B needed monthly blog posts in an area I’ve written about a bit, but isn’t a specialty. The writer who connected us told me what she’d earned per post, and let me know the scope of the posts. I knew this was a company that wasn’t going to balk at my rate. And they didn’t.

Is all hope lost for Company A? Maybe not. But I’m not going to beg for work. I might check in with them this spring to update them on my work, and remind them I exist.

If it’s “crass” to address the elephant in the room, so be it. I think it’s sensible. It would be like calling in a kitchen designer, having them walk you through all their plans, then telling them “We have $5,000 budgeted for this.” It’s unfair to the designer, and it’s a waste of everyone’s time.

When they say you’re ridiculously expensive, you know you made the right move! I’ve been told that once or twice, and yet I had people paying that “ridiculous” price already, so it boils down to them being rude about it. Just say “I’m sorry, that’s far outside of what we’re able to pay.” Is that so hard?

I, too, find the money discussion important up front rather than several calls/emails in. I’ve had waaaaay too many people truly underestimate what the necessary rate for a skilled professional writer.

So I broach money on my first response. If it’s crass, oh, well.

When someone reaches out, I say something like, “Thanks for reaching out. I’d love to talk to you more about what you’re looking for and whether we’re a good fit. I charge ____ per hour. If that is within your budget, let’s set up a time to talk.”

I’ve had people come back and say, “But we can pay only this much,” and that’s fair. We can talk if it’s a project that works for both of us. But I’ve also had people essentially say I’m ridiculously expensive. I don’t argue, but I do think to myself: “Dude, I didn’t reach out to you. You reached out to me.”

But I learned about five years ago not to bid against myself by lowballing an initial number to get clients. I was going to give a price to a client. I really wanted X, but I was afraid she could afford only a much-lower Y. I kept going back and forth in my head over which to lead with. Finally, I told myself: “Charge what you’re worth. Then see what the client says.” I gave her the higher amount. She didn’t blink and accepted without hesitation.

Now I just state my rate and move on.

Thanks for another great blog, Lori!