Those who are new to freelancing are often too afraid to ask
for more than a client offers. Thrilled to be making any money
at all, new freelancers typically agree to whatever figure
is proposed. I was no exception to this rule, but once I'd
built up my credits, I realized clients weren't about to offer
me a raise if I continued to play the role of doormat.
Once a freelancer has some experience, the bottom line becomes
more important. "Trivial issues" like prompt and
appropriate payment start to matter when you depend on your
home-business income to pay the bills.
Until you've tried negotiating, you may not realize how much
you've been undercut. A client's first offer is rarely the
maximum amount he or she can actually afford to pay you; as
is human nature, most will try to get good work at the lowest
possible cost. Your job is to convince those clients that
paying you a little extra for your piece will be worth it.
How?
The answer may be simpler than you ever imagined: you just
have to ask. In over four years as a full-time writer, I've
gotten exactly what I asked for in every case except one -
and even in that case, I was able to get the editor to spring
for a 10% increase. In other words, every single time I got
up the nerve to negotiate, I wound up with a bigger paycheck.
Remember that everything within a contract is fair grounds
for negotiation; your goal should be to negotiate the highest
fee, payable quickly after you complete the work, and terms
that stipulate extra payment if extra work is required. You
can also strike barter deals for the advertisement for your
business, discounts on the client's products, etc.
It's always slightly uncomfortable for a freelancer to ask
for more than a client wishes to spend. But, with a few key
phrases under your belt, you, too, can significantly increase
your income.
The Magic Phrases
"That sounds a little low."
A timeless classic. This follows a golden rule: keep it
simple. No matter what figure is proposed, just state those
five words and then shut your mouth. Since no one can stand
uncomfortable silences, your tight lips will force the client
to say something in response. Either he or she will make
a new offer, ask you what you need, or tell you that's the
best they can do. If it's the latter, employ one of the
next phrases.
"To make it worth my time, I would need."
This one lets you take control of the situation. If you've
already figured out approximately how much time and effort
this job will require, you should be able to determine how
much you expect to be paid for it. Make sure that you've
done some research and that your figure is in the realm
of what that particular market typically pays. (Asking for
a figure that's 20% more than their average payment for
a job of your scope is reasonable; asking for 200% more
is not.) Don't bother mincing your words; just state your
figure and let the client decide whether or not to meet
your demands.
"Considering the amount of (research, time, material)
required, can we agree to."
You can end this open-ended statement with a higher fee,
less rights, or other "barters." If a client has
asked for a Work-For-Hire contract for a creative work,
use this as a bartering chip. Mention that you can only
agree to this type of contract if they'll raise the fee;
otherwise, you'll accept the fee for non-exclusive rights
only. You may also barter for free advertising space, links
to your website, etc.
"I'm expecting more for this work."
Another simple statement that forces the ball back to the
client's proverbial court. Again, follow this one with silence,
and allow the client to come up with a new figure. This
statement introduces the possibility that you could decide
to sell your work elsewhere if the client doesn't meet your
requirements.
"Can we work on that?"
For pop psychology fans, this one brings the client onto
your "team." By using the word "we,"
you've asked the client to partner with you in coming up
with more acceptable terms. This question opens the door
to a variety of improvements; you may choose to talk about
fees, rights, deadlines, packaging extra services, etc.
Whichever phrases you use, keep in mind that your tone and
professionalism will matter. You must convey the impression
that you are self-confident and aware of the value of your
work. And, with a few successful negotiations to your credit,
you may be able to stop acting and start believing.
Jenna Glatzer is the editor of http://www.absolutewrite.com
(pick up a FREE list of agents looking for new writers!) and
the author of 14 books, including Make a Real Living as a
Freelance Writer, which comes with a FREE Editors' Cheat Sheet.
She's also Celine Dion's authorized biographer. Visit Jenna
at http://www.jennaglatzer.com
