What do you do if clients are unwilling to negotiate contracts and rates as a self-employed writer?

Keep in mind that the shared goal you and the client have is completing a written project that meets your standards and your level of satisfaction. When inflexibility over the details immobilizes any momentum toward that goal and you cannot move forward, then tackle that detail one by one. If you get too far away from the track to your goal, it is time to cut bait.

What's the secret to a good negotiation? It's something many people are scared to do. Yet, that's the only way you have true leverage when discussing your rates. The secret is, you have to be willing to walk away. Yes, I know that's difficult when bills are due. But, if you're not willing to walk away, you will likely struggle to get your best rates. The client will tell that you're desperate for the money. In turn, they will be less inclined to give you the deal. So you might end up disappointed and devalued. Has that happened to you before? Make up your mind that you're willing to walk away. That's how you'll have more confidence when dealing with clients. Trust yourself.

Figure out exactly what you need ($) from a contract or a singular assignment. And don't forget repeat business as a potential byproduct of your work! That's part of the value of any work you do. Couch it in terms of a introductory rate to see if you and your client can work together effectively. It's like dating. You might have to kiss a frog or two at first. That means lower rates to start. But things don't have to stay that way. Build a portfolio of your best work and design it on Canva to make it a pretty PDF for future clients. Get to the 2nd assignment and haul out your higher rate, the rate you need to live on. Clients who like you will pay it. Those who don't? Find more frogs if you must. There are lots of 'em out there.

You need to shift the discussion from what you cost, to the value of what the client wants you to create. What is the ultimate purpose of the piece, and what's that worth? For example, if you're creating a B2B white paper that will be used for TOFU client acquisition, then what is their typical lifetime customer value? As a fraction of that amount for a single conversion, your quotation might start to look a lot more valuable. But you can only do this when you understand the value proposition completely, and can communicate it with total clarity.

What does the client stand to lose if they don't work with you? And, what do they gain if they do? Those two questions will help you find the right words to say to you client. Your value comes from the results you create. And, also from the fact that you're reliable and take responsibility for the project. Clients want confident writers. Your confidence helps them trust that you can get the job done. More importantly, they want to know you believe in the value you bring. The secret is in learning how to believe in your value. When you have that, it will naturally come across. So take a blank piece of paper, take a pen, and write the answers to the above questions.

Think of methods to offer additional services and/or benefits to incentivize the client into accepting the deal. This could be a quicker turnaround time, flexible payment terms, or bonus deliverables, to list a few. Consider alternative pricing models, such as project-based or retainer agreements, to provide different budget constraints. Highlight the quality and value you deliver, and emphasize on your past successes that merit your rates. By showing that you are innovative and adaptable in your approach you can ensure securing mutually beneficial partnerships with your clients.

Being firm isn't just about saying no. It's about knowing your value. Instead of lowering your rates, offer examples of your work that highlight your expertise. This turns the conversation from cost to value. The right clients respect your worth and contribute to a mutual success story. Always aim for partnerships that value what you bring to the table.

If you can, take a good negotiation course. Personally, I recommend reading Jim Camp's book. Sadly, he's passed away but you can still benefit from his work. It's the best resource I have found on negotiation. Of course, you may prefer another method. As long as you apply it and learn from it, you will do well. Or, just go right ahead and get some coaching. That's the highest level way to improve. If you are planning to grow a larger business as a writer, this may be one of your most important investments.

One thing I have found helpful is to keep notes from client discussions. This practice has helped me see patterns. Over time, I have managed to systematize my negotiation. So I have a process I can trust. You don't have to write down everything that happened. But not the things that seem important to you. Specifically, think of why you made certain decisions when speaking to the client. Then write those notes down. Your notes will become very valuable to you if you keep them updated.

Are all clients worth your time? No, some clients will waste your energy. Even though it may not be obvious, sometimes it's better to let them go. There are clients who will cause you so much grief it will affect your earning ability. That's why when you see red flags, don't ignore them. If the client or the project doesn't seem right, be prepared to walk away.

Some clients may not understand the standard rates for your services or the industry norms. Offer insights and comparable rates to your market and explain why your rates are justified by the services (and quality) you provide. And overall, be willing to walk away. While it's essential to be flexible and open to negotiation, it's also crucial to know your worth. Holding firm on your rates and terms shows that you value your work and expertise, and are unwilling too compromise your standards.