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Preferably, the last word you say should be the dollar
figure. So try to explain everything you will provide before you state
your fee.
Here’s an example:
“Mr. Smith, I’m very excited about working on your
company’s print brochure. I will gather all the information, write the
complete copy, and make up to two rounds of any changes you request that
substantially alter your original intent. I’ll also proofread the
brochure copy before it’s printed. My all-inclusive fee for the
project is $750.”
Don’t elaborate. Don’t make excuses. And above all
else, don’t say, “Is that okay?” Just stop talking.
You’ll probably sit through a period of silence for
a minute or two...although it may seem like hours. But don’t say a
word, no matter how uncomfortable you feel. The ball is in the
client’s court. If you can hold your tongue, you are much more likely
to get the fee you want...or at least something close to it.
During the silence, your client may be thinking: Is
that a fair price? Can I afford it? Should I make a counteroffer?
While the client ponders your fee, stay silent. You
want the client to talk first, because that will give you the edge. If
you talk first, you give the edge away.
Eventually the client—who is probably just as
uncomfortable about the silence—will say something. Then you can
respond. Perhaps you’ll need to negotiate because the client feels the
fee is over his or her budget. The client may ask a question or two. Or
maybe the client will say, “Okay.”
By the way, if the client quickly says something like
“Great!” or “That sounds very reasonable,” your fee is too low.
You can’t go back and ask for more money, but you can make a note of
the mistake so you’ll be less likely to make it again in the future.
Get paid what you are worth. To help ensure that, keep
your power with the sacred silence that comes after you state your fee.
And remember the cardinal fee-stating rule: The first one who talks
loses (the edge, that is).
Kathy Poole has had a highly profitable freelance writing business since
1985. As a Writer's Coach, she helps other writers prosper financially,
create freely and live passionately. For more information, resources and
inspiration, visit ProsperousWriter. This article may be copied and
distributed in its entirety and without alteration, if accompanied by
this paragraph. If you find a typo or error in this article, e-mail
Kathy at clarity@iag.net and
receive a FREE 30-minute writer’s coaching session! (Sorry,
intentionally broken grammar rules don't count!)
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