Spotting Lousy Freelance Client Prospects

At first, the excitement is almost palpable — a new client prospect has reached out.

You respond quickly (but not too quickly — don’t want to seem too eager). They write back. The dialogue has begun.

Maybe it moves to the phone at that point. If so, you talk about project needs, your background, their history, and possibly even price. Then there is some sort of agreement to get in touch after the call.

And it’s right about the point of those follow-up emails that everything promising starts to unravel.

We’ve all been through those projects that just don’t happen. We get close to a deal with a potential client, then one of a few things happens:

• The client ghosts you
• The client begs off
• The client tries to negotiate in email
• The client tosses out a low-ball offer

For the record, there’s nothing wrong with a client trying to negotiate in writing. (They are also free to beg off the partnership.) When it becomes insulting is when you’ve agreed verbally to a rate and the client either ignores what was discussed (always record your conversations) or decides they’d rather pay something else. That’s not cool. And depending on their attitude, tone or overall pushiness, this could be the red flag that breaks the deal for you. For me, it would be.

Another deal breaker: a client who ghosts you.

That’s someone who doesn’t have the courtesy, or maybe even the decency, to tell you no. If that client won’t answer you at the negotiation stage of your relationship, good luck getting any response when the invoice is overdue or the project doesn’t please them (and they’re too chicken to tell you). It’s not ever a good way to start a relationship. And if you’re a forward-thinking freelancer, you’re in this to develop a long-term relationship. But they have to fit you as much as you fit them.

Then there’s that low-ball offer.

This happened to me a few times over the years, so I know some of you have experienced this (if not, you are fortunate). The usual scenario goes like this: You talk. You state your rate. The client either says yes or wants to talk in the future about it.

However, the “future” is the point at which they “forget” to negotiate and put a project in front of you, complete with the rate they’re paying. Couple of things wrong with this, pal:

• You didn’t agree to it
• The client does not get to dictate what you charge
• It’s a slimy move

These are carrots being dangled. Don’t bite. It’s someone assuming you’re a starving freelancer who would walk on hot coals to earn a bit of cash. One such offer I had was for one-fourth of what I had quoted on the phone. The client didn’t even tell me herself that it wasn’t happening — her partner sent the insulting little offer instead. Then when I pushed back, I got the “Gee, sorry it won’t work out” instead of the further negotiation I’d asked for.  Worse, a few hours later they sent a W9 for “future work” they were sure I’d accept.

In that case, don’t bend. Ever. That’s someone who’s showing zero respect. It doesn’t matter if that was the nicest person you’ve talked with in months. Nice has an ugly underbelly, and they just revealed it. This is someone who will never respect you as an independent business owner.

These are not the only scenarios that can signal a lousy client ahead. Here are a few more red flags:

• Any sense that the client thinks of you as an employee to whom they can issues directives
• Anything a client says that’s derogatory, demeaning, or offensive, even in the guise of a joke (maybe especially)
• An inability to articulate what they want (chances are you’ll never please them)

[bctt tweet=”The best measure of the viability of a #freelancewriting client: your instincts. Trust your gut.” username=”LoriWidmer”]

That’s right — you know when something feels off. Don’t ignore that feeling. If in doubt, run that project or client by a writer friend. Take your time — don’t answer the client right away, but do your due diligence. That project has to fit you beyond the money involved.

Writers, what red flags make you drop a potential client?
What are some of your more memorable encounters?