What negotiation tactics work best for freelancers?

1 Know your worth

Before you enter any negotiation, you need to know your worth as a freelancer. This means understanding your skills, experience, and unique value that you can offer to your clients. You also need to research the market rates and the expectations of your niche. Knowing your worth will help you set realistic and fair prices, and avoid undercharging or overcharging your services. It will also give you more confidence and credibility when you present your proposal.

3 Focus on value, not price

One of the most common mistakes that freelancers make is to focus too much on price, and not enough on value. Price is what you charge for your services, but value is what your client gets from your services. Value is the benefit, outcome, or solution that your client is looking for, and that you can provide. Focusing on value, not price, will help you shift the conversation from a competitive to a collaborative one, and show your client how you can help them achieve their goals, solve their problems, or satisfy their needs.

4 Be flexible, but not desperate

Flexibility is a valuable skill for freelancers, as it allows you to adapt to different situations and client demands. However, flexibility does not mean desperation. You should not compromise your quality, ethics, or standards just to win a client or close a deal. You should not accept unreasonable requests, unrealistic deadlines, or unfair terms. You should not lower your prices too much, or give away too much for free. You should be flexible, but not desperate. You should be willing to negotiate, but not to sell yourself short.

5 Use the BATNA technique

BATNA stands for Best Alternative To a Negotiated Agreement. It is a technique that helps you determine your minimum acceptable outcome, and your walk-away point. Your BATNA is what you will do if you cannot reach a satisfactory agreement with your client. For example, your BATNA could be working with another client, offering a different service, or taking a break. Knowing your BATNA will help you evaluate your options, and avoid accepting a bad deal. It will also give you more leverage and power in the negotiation, as you can show your client that you have other choices.

6 Follow up and follow through

The last, but not least, negotiation tactic for freelancers is to follow up and follow through. Following up means staying in touch with your client after the negotiation, and confirming the details and expectations of the agreement. Following through means delivering on your promises, and meeting or exceeding your client's expectations. Following up and following through will help you build trust, reputation, and loyalty with your client, and increase the chances of repeat business, referrals, and testimonials.