Last week, we talked about raising your rates, which can be scary to do the first couple of times. 

ESPECIALLY if, when you tell a client (current or potential) your price and they want to negotiate it with you…

But it is inevitable that you will discuss money with your clients (likely more than once!), and yet it’s a conversation I see SO many freelancers avoid, prolong, or rush through because they feel weird talking about money. 

Money is an asset, and just like any other asset being discussed for a project (i.e. logo files, brand guidelines, library footage), you want to talk about it strategically. 

When you hear a client start to negotiate, you overcomplicate things, don’t know how to respond, and end up accepting a lower rate for the same amount of work.

A win-win for you AND the client. You get paid for the work you do instead of taking a pay cut in an effort to land the client. The client gets a project that meets their goals.

You aren’t well-prepared to negotiate, so you focus solely on rate, which can lead to a stalemate when the client's budget and your desired compensation are far apart. 

First, remember that you’re not like most freelancers. 

YOU are a strategic partner, and as a strategic partner, your role is to help clients achieve their desired outcomes while staying within their budget. 

So keep it simple – you and the client are simply having a conversation. 

By shifting your perspective from negotiation to conversation, you create an environment conducive to collaboration and mutual understanding. 

This approach establishes you as a valuable ally in helping clients determine the best way to achieve their goals while working within their budget limitations (rather than another freelancer who seems only focused on getting the rate they want).

So instead of fixating on rate, be prepared to explore opportunities that adjust the project's scope to fit within the client's budget. 

For instance, a photographer could cover only part of an event or exclude photo editing, thereby creating a smaller version of the project that still allows them to be adequately compensated for their work.

To prepare for this possibility, it’s a good idea to take some time to brainstorm and list the various ways you can adjust the scope of your services to accommodate different budget levels. 

This proactive approach ensures that you are well-prepared to present alternative options during a client call, showcasing your flexibility and commitment to finding a suitable solution…

(sounds like something a strategic partner would do, doesn’t it?)

Remember, the majority of the time, cost isn’t the client’s priority – so don’t go in with that assumption!

Think about it. When you’re buying something very important to you, do you immediately choose the least expensive option, or do you start with the best/most expensive and go from there?

Educate your client on what it will cost to achieve exactly what they’re looking for, and then you can go from there.

And on a final note – if a project doesn't align with your financial or professional goals, know it's okay to walk away! 

For the right client and project, you will always find a way to collaborate effectively and achieve success together.

In the end, always advocate for the success of the project.

Your advocacy will be appreciated and set you apart from other freelancers, no matter if you land that project or not.

Best, 
Jamie

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