When you’re running your own freelance writing business you need to learn how to negotiate with clients.
Many freelance writers dislike negotiation, I think because negotiation is seen as an adversarial activity. In fact, most of the definitions of negotiation seem to emphasis getting what you want with little or no regard for the other party.
I see it differently. Negotiation and freelance writers can be a natural if you take the right attitude.
Needs and wants of both parties
When I negotiate I not only keep my own needs and wants in mind, but I also consider the needs and wants of the client. My business, my life, works better when I remember I offer a writing service.
Liz Strauss and Molly Gordon both have attitudes of service. So do Jonathan Fields and Mark Silver. Those are just the big names. Lori Widmer, Cathy Miller, Sharon Hurley Hall, Jenn Mattern and many more also have that same attitude of service.
I incorporate this attitude of service into my negotiations. What I really want is for the writing project to work well for both of us – for me and for the client.
The Client Has A Problem
You wouldn’t be talking with the client about a project if they didn’t have a problem. They need or want something written. They’ve come to you because they hope you can solve it for them.
Your initial job is to understand their problem. That takes some deep listening and adroit questioning. Only then can you decide if you can truly help them or not.
If you can and you’ve got the time and the inclination, the next step is determining how the project will actually be accomplished.
The negotiation is not only about how much money you’ll receive, although that’s a big part of it.
Negotiation also includes things like deadlines, number of revisions, the client’s access to you and your access to the client, what will happen if a wheel comes off and one or the other of you needs to get out of the project, and pretty much anything else that needs to be addressed when setting up an agreement to write.
You want to come away with a contract, probably a deposit, feeling good about yourself, the client and the project you’re about to begin. You want the client to have those same feelings.
In 9 Elements Of My Contracts or Letters of Agreement I’ve outlined the things I want in a ghostwriting contract – those elements work in most other kinds of writing contracts. Of course, for less complicated writing gigs many of these are implied, but be sure you cover all bases.
I get lots of questions that could be summed up “how to I bring up my price?” I put my hourly rate on my website – www.annewayman.com. I also quote some more specific prices for various types of projects. If clients come to me through that site they often know I’m not inexpensive. Not everyone agrees with this approach – I find it works well for me, but it’s not the only way.
When, however, a potential client comes to me some other way, I often break the ice on the money conversation. Oh, I know there are so-called experts who insist that the first person to name a number loses I don’t buy that.
I may start by asking if they’ve got a budget for the project. Sometimes that surfaces their thinking on pricing, sometimes they turn it around and ask what I charge. I usually say something like, “Oh, no more than a million a day plus expenses.”
Answering with an obviously ridiculously high price seems to break the ice. I’ve named a number they know I’m not expecting and we can enjoy a chuckle. I’ll then talk just a bit about basing my price on my hourly rate which I quote.
If I don’t know enough about the project to quote a price I say so and gather more information.
Once I’ve named my hourly rate we pretty much know if we’ll do business or not. For books, it then becomes a matter of working out a flat fee total and the other details.
Negotiate a flat fee
I almost always negotiate a flat fee for writing projects, no matter what their size. If you want a press release from me, I’ll quote you a flat fee just as I will if you want me to ghostwrite your 50,000 word book.
I like flat fees becasue both the client and I know what to expect when it comes to money.
Negotiation is an art – it includes close listening and some give and take. It doesn’t have to be an adversarial process.
You might also want to read 20 Negotiation Tips for Freelance Writers
How do you approach negotiations? Let us know in comments.
Anne’s book, Freelance Writing Business Solutions, can be ordered here.
Image from http://www.sxc.hu