| #ffffff;" /> | | | | Don’t elaborate. Don’t make excuses. |
| If you’re like most freelance copywriters and | | | | And above all else, don’t say, “Is that |
| other solo entrepreneurs, you get rattled when | | | | okay?” Just stop talking. |
| it’s time to talk about money with your clients. | | | | You’ll probably sit through a period of silence |
| You may feel like you are being greedy or sleazy, or | | | | for a minute or two...although it may seem like hours. |
| you might worry that your fees are too high or too | | | | But don’t say a word, no matter how |
| low. Inevitably, though, you must state a price for your | | | | uncomfortable you feel. The ball is in the client’s |
| service or product. And if you’re serious about | | | | court. If you can hold your tongue, you are much more |
| making a good living in your solo enterprise, you must | | | | likely to get the fee you want...or at least something |
| command a reasonably healthy price. | | | | close to it. |
| After 20 years as a freelance copywriter, I feel very | | | | During the silence, your client may be thinking: Is that a |
| comfortable stating my fees. In fact, I even enjoy it. | | | | fair price? Can I afford it? Should I make a |
| With some practice, you may grow to enjoy it, too. | | | | counteroffer? |
| And you’ll certainly reap economic rewards if | | | | While the client ponders your fee, stay silent. You want |
| you do it right. | | | | the client to talk first, because that will give you the |
| Stating a good fee for a project is a skill you can learn. | | | | edge. If you talk first, you give the edge away. |
| I can’t teach you everything you need to know | | | | Eventually the client—who is probably just as |
| about it in one brief article. But I can give you what I | | | | uncomfortable about the silence—will say |
| think is the number one rule for successful fee-stating: | | | | something. Then you can respond. Perhaps |
| After you tell a client your desired fee, stop talking. The | | | | you’ll need to negotiate because the client feels |
| first one who talks loses! | | | | the fee is over his or her budget. The client may ask a |
| Preferably, the last word you say should be the dollar | | | | question or two. Or maybe the client will say, |
| figure. So try to explain everything you will provide | | | | “Okay.” |
| before you state your fee. | | | | By the way, if the client quickly says something like |
| Here’s an example: | | | | “Great!” or “That sounds very |
| “Mr. Smith, I’m very excited about | | | | reasonable,” your fee is too low. You |
| working on your company’s print brochure. I will | | | | can’t go back and ask for more money, but |
| gather all the information, write the complete copy, and | | | | you can make a note of the mistake so you’ll |
| make up to two rounds of any changes you request | | | | be less likely to make it again in the future. |
| that substantially alter your original intent. I’ll also | | | | Get paid what you are worth. To help ensure that, |
| proofread the brochure copy before it’s printed. | | | | keep your power with the sacred silence that comes |
| My all-inclusive fee for the project is $750.” | | | | after you state your fee. |