I’m betting you’ve had a conversation just like this at one point in your freelance career:
Client: …. so that’s what we’re needing. Any questions?
Writer: Yes, what is your budget for this?
Client: Well, we’re hoping to find a writer who fits with our needs first, then we will go down that route. At the moment, we’re looking to accomplish X, Y, and Z, and we’re looking for a writer who can maybe expand into those areas, as well.
Writer: That’s great. What is the rate you’re looking to pay?
Client: As I said, we’re hoping to assess our needs and we’ll work with the writer — or writers — to determine how our needs will align with budget.
That exchange didn’t tell you a damn thing about rate, did it? Actually, it did. It told you this client isn’t worth working for.
It never fails to amaze me when clients do this dance. Why do they do it? Some reasons come to mind:
- They’re looking to keep the most of their client retainer/budget allocation for themselves
- They think everything is a freaking NDA-worthy secret
- They want a writer to undercut their own rate to secure the gig
- They have no damn clue what their budget is
- They are inept and don’t understand how to work with contractors
No matter the reason, that dance is pointless.
[bctt tweet=”Avoiding the #rate talk with your #freelancer is pointless. And disrespectful.” username=”LoriWidmer”]
That’s right — disrespectful. It starts the relationship with mistrust, hidden agendas, and no respect for the writer’s abilities. Not only is that client not treating the writer like an employee, they’re also not treating them like a professional.
Note to any client who thinks dodging the rate conversation is smart business:
If you can’t be straightforward with your contractors, you’ve already lost them.
I had a conversation like that a while ago with a would-be client. When I hung up, I knew that this wasn’t my client. I don’t care if they were paying oodles of money. You don’t win people over by hiding something critical. And yes, this is critical.
In my case, I asked. Twice. I got the same dodging as illustrated above. Worse, they’re talking about “another writer” I’m somehow in competition with for the gig. Truth? I don’t care. If we can’t have a frank talk about budget, I’m gone. I’m not an employee. I’m a business. You would no sooner start working for a company as an employee without knowing the salary than you would agree to test assignments or trial periods or frankly the work itself without knowing how far apart you are on price.
But how do you get them to the table?
Repeat your question.
When I did, the discomfort coming from the other side of the phone was palpable. I don’t care. It’s a fair question, and the answer could cut out a lot of BS back-and-forth. To hell with whether they’re uncomfortable. They need to answer more directly. If you were being asked the question, how would you be expected to respond? That’s what they need to be giving you.
Send it to email.
Alas, sometimes you’re just not getting an answer. I didn’t. Some people just hate the hint of any confrontation (as though rate and budget are like cudgels, but I digress). Take it to email. I did. I thanked them for their time, stated my rate, and left it to them decide the next move. It’s up to me to make sure I’m not wasting my time, which nearly happened earlier this year with a client whose budget shifted unexpectedly amid a flurry of need-it-yesterday onboarding emails. No, without the price, we’re not doing onboarding or any other damn thing, thanks.
Sign off.
Tell them, either on the phone or in email, that you don’t think this is a good fit for you. If they ask why, damn right you tell them. “The lack of transparency around rate is concerning.” Then shut up and let them respond. No over-explaining necessary. They need to own up or opt out. Because you just did. If they can’t put on their adult pants and behave like pros, you don’t need that work.
No, you really don’t need that work. A client who isn’t forthcoming is a client you should visualize standing in front of you waving a red flag. The best clients are ones who build relationships that are worth keeping. That starts with honesty.
Writers, have you been in that dance? How did you approach it?
Have you had a situation like this that actually worked out?
What advice can you give other writers when a client hides the price or is otherwise dodgy with some aspect of the project?
5 responses to “Ending the Freelance Rate Dance”
What if a client has no idea what they should pay? Do you provide a price? Thanks.
Gina, I think you should. It saves everyone time and energy if the price doesn’t match what they can pay. Knowing whether or not they have a clue might be tough to determine unless they’re straightforward with it, but definitely provide a price. I don’t think dancing on either side of the equation serves any purpose.
If/when I wind up in that situation I think I’ll just say: Instead of wasting my time, let me know when you have your budget figured out.
A great response, Paula. Have you found in those cases where you didn’t insist, you did end up spinning your wheels?
I had one situation where the client heard my price, reacted, but never negotiated. When they got in touch a month later, a different person was in my email. A flurry of emails came in. I bypassed most of them and went to her last one, which said the job “was paying” $1,500 — $3K less than my quote and a hell of a lot less money for the amount of work involved. I passed.
But the attempt to get me on board without telling me the rate left a bad taste. It felt deceptive, which wasn’t the vibe I got from the first contact. I understand having a budget. I don’t understand shoving work at someone without negotiating and doing it without a discussion.
They probably assume all freelancers are “hungry” and therefore willing to accept less than they likely have budgeted.