How To Negotiate

I get asked all the time what to do when a job comes in and how to price for that job. First gain hyper-specific clarity on what the client actually needs. Then write an estimate without coming off greedy by breaking down all the wonderful things that are in your price. Speak to their dread and dream of why they got in touch with you in the first place. In the same email, take it to the next step with a proactive mindset by asking when they would like to do the job. Send the email and then wait for their response. 

If they come back to you and accept then you don’t need to negotiate, then you’re good to go. 

If they come back to you with some hesitation about the price, this is where the negotiations begin. Ask for more clarity on their pain points so you can justify your price. 

If they really don’t need as much as you originally thought of in your estimate, you can take things off of your estimate that you will not do to lower your price to make them feel good about going with you and you, in turn, will feel good by booking the gig without price-duping yourself. 

Is there something else you can offer them that is easy for you to deliver that will be a goodie for them so they think they are getting a great deal? You can keep your original price while also giving them a goodie that is easy for you to deliver that makes them feel like they are getting special treatment. 

If they still are having issues with the price, then take it down so you don’t feel like you are price-dumping yourself and also make it clear that they will be getting less than they originally asked for. You also have the opportunity to give advice saying that in the short term, this may be the best option, button the long run, it might not be the best option. Making them feel like they are making the right decision in the long run helps them see the big picture. And you being the pro they are reaching out to, your advice is extremely valued in their eyes. It may be the deciding factor for them to choose the higher price package that you originally offered. 

But if they still aren’t willing to meet your price, here’s one more trick. Do less of the project that you’d like, let them know they are getting the minimum amount of work you do without price-dumping yourself, do it in their budget, and educate them on the going rates. This is where you need to educate your clients. Set your boundary in a friendly and positive way. 

Even after all of these negotiations and they still aren’t willing to meet you halfway, walk away with a positive attitude and that you have no control over their budget restraints. Stand true to your worth, stand true to your pricing, stand true to the research you’ve done to find the current rates in your industry. After all, this person doesn’t sound like your ideal client. And if they don’t want to work with you, there are other clients out there that do want to work with you. 

Best of luck with negotiating!