How Freelancers Should Haggle
Posted by Hol | Posted in Info | Posted on 23-02-2010
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Article by Shoaib
For any freelancer at any time it is extremely discomforting and sometimes even offensive when a potential client challenges your rate. The recession has brought the stingier side of clients and haggling clients has become an every day occurrence for freelancers. It is therefore necessary for any freelancer to know how to deal properly with a price objection if they wish to keep clients and therefore continue to have an income despite tough financial times.
There are some issues of consideration here and they are the most important. You want to communicate in such a way that you don’t offend the client but at the same time you agree on a price which is suitable for you. The reason is because lowering your price substantially will seem cheap, harm your reputation and not make you the money you need. Not lowering your price will seem stubborn, offend your client, prevent you from future leads from this client and hurt your reputation.
The Objection
I have found stingy clients to be incessantly offensive when objecting to a price. The natural reaction which any person will have is to become angry and say something offensive back to the client. This is, however, not the method of a professional. If the client is lowering themselves there is no need to lower yourself. It will actually add to your credibility and work to your advantage in the negotiation if you behave professionally and control your temper.
When they object to your rate, it is not unusual for them to say words to the effect of “That is a little high isn’t it?”. I find the best way to respond is “Not really, at my level of knowledge and skill it is actually rather fair” or words to this effect. If you wish to be more courteous then you can say “With all due respect”
This will set you up for your negotiation as they have stood their ground and you have stood your’s. From here you can start to talk about negotiating the quote.
Standing Your Ground
Lowering your quote may not be the best option. There may be other possibilities which you can discuss with the client. You can discuss a payment plan. Usually freelancers may opt for a 50:50 price plane where 50% is paid as deposit and 50% upon completion. You can vary this to 40:60 or 33:33:34 or any variable which you can afford to give to the client.
Lowering your quote can be an option. Look for possible cut-backs where you can reduce the cost. Perhaps reduce the amount of planning or rechecking at the end of the project and then re-quote a lower price.
Ridiculous Requests
Perhaps the most ridiculous request that most freelancers face is when the potential client says that they would like you to do the work and then decide if they want it later. Personally, where I stand, I would tell this person to p*ss off, but I understand that freelancers who are starting out or need the job may not want to do that.
If the client is being a moron and says this, then you want to just tell them that this would be against your policy and it would not be in your interest to pursue such and option. Show them an example of your work on your portfolio or elsewhere and ask them to base their decision on that and that it would not be possible for you to work without a deposit and guarantee of full payment at the end of the job since there are other clients who need you.
Other ridiculous comments include “Another freelancer quoted me…”. There never is another freelancer and this sort of cheap haggle may work for the client at a yard sale, but with a professional freelancer this is seriously pushing it. Stand your ground and tell them that they ought to go with that freelancer and if they become displeased with the service that the other freelancer offers them then you would be happy to take on their project. Nine times out of ten there is no real ‘other’ freelancer so you are pretty safe from this and even if there is, then that freelancer will be offering a poorer quality of service.
Final Word
Take pride in your work and be proud of your own ability. Stand your ground and haggle with some self-respect. Remember that even if you do lose the client it is not the end of the world and soon enough there will another project for you to undertake. Also remember that the recession will not last forever and people will stop being tight sooner or later.
Finally, what is your opinion? Share with us what kind of price objections you have had and how you handle them. Even share your mistakes and any pearls of wisdom you have so that your fellow freelancers can learn from your experience.
Article by Shoaib
