Have you ever given a quote to a client and been asked whether you could give them a further reduction in the price? If you are really interested in the project or you have the potential to pick up steady work, it may be tempting to considering lowering the price.
Before you decide whether to do so, take a minute to consider what the client has actually said. He or she hasn’t indicated that the price you have quoted is too high….yet. All they have asked is whether the price you have quoted is a firm one.
If you feel that you have quoted a fair price for the job, tell the client that. Point out to the client what factors you considered when arriving at the number you gave them. If you made your quote based on an estimate of the time the job will take times your hourly rate, tell them that. Some writers quote based on the type of job, the topic, how much time they will need to spend researching, etc. You can also take this opportunity to share with the client that your rates are set based on your level of experience and the quality of work that you provide.
What you want to do in this case is have the client appreciate the value that you bring to the table. They are not simply paying for your time, but also for your expertise and how you can benefit them in reaching their business goals.
Then Stop Talking.
I mean it. Zip it. Not one more word about your rate.
You have given the client the information they need to make a decision about whether to hire you and how much it will cost them. Talking too much at this point might get you the gig, but you may not get the rate you want.
At this point, the ball is in the client’s court. They may come back and agree to the rate you have named, or they may get back to you with a price objection. At that point, you can deal with their objection by finding out exactly what the client’s concern is and addressing it.
The client may also choose to walk away. Not everyone you prepare a quote for is going to end up hiring you, unfortunately. Rather than assume you have lost the gig by quoting what you feel is a fair price, stick to your guns. Let the client come back to you with a specific objection if they have one. Otherwise, they have just asked a question.
How would you answer if a prospective client asked, “Is that the best you can do?”
“Then zip it.” is the best advice to increase sales! So many people fail to recognize when to talk and when not to. Many people (aka potential clients) won’t see someone continuing to talk as that person having experience, but will see it as the writer/freelancer still feeling uncertain enough to want to talk the potential client into the ‘sale’.
Keeping your mouth shut after giving your pitch/price gives the impression that you know what you are worth and you deserve that amount.
I do love the advice you all give on this site!