3 easy email templates to convert unpaid offers into paid opportunities

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This newsletter issue is for anyone who has struggled with advocating for themselves, particularly in business communication.

There are 2 things that tend to make people feel...weird — talking about money and saying "no" to other people.

However, while money — whether it's salary, payment, or cost — is an uncomfortable topic even for many entrepreneurs, if you don't maintain your value, you're giving permission for others to diminish it.

Now, let's tackle the "saying 'no'" part.

I find it fascinating how often we feel bad saying "no" — even when it's declining meetings we don't want to go to or deals that pay us less than we're worth.

We still feel this need to accommodate. And, sometimes, even at our own expense (even financially).

We don't want to be perceived as rude. Or "difficult." Or inconvenience anyone.

Sound familiar?

More importantly, we also worry that saying "no" will close doors for us — but, there are ways to do it where you actually open other opportunities.

I've been told that I'm "that friend" you call when you need someone to help you find a nice and professional way to deliver bad news or decline offers. I'm proud of that.

Let me be that friend for you today.

First, let's remove apologies from your vocabulary in this scenario — declining an offer should never have you saying, "I'm sorry." You have nothing to apologize for. Remember, you personally are not declining them personally. Your business's goals are simply declining their business's terms. Thinking of it that way makes it feel a lot less rude.

Here are 3 templates to professionally decline unpaid (or insufficiently paid) offers while creating other paid opportunities (either now or in the future).

1. How to respectfully decline working for free while keeping the door open for future (paid) opportunities.

In addition to coaching employees and entrepreneurs in hard skills to develop confidence in speaking, negotiation, and advocating for themselves, I am also a keynote speaker on similar professional topics.

I recently received a request to speak to an audience at a national professional conference on the east coast. Wow — right?

However, upon further inquiry, I learned they would like me to speak for free (and pay my own travel).

While I do have "X" allotments annually where I donate services, this was not one of them.

Here was my reply (name changed, obviously):

"Hello Janice,

Unfortunately, I won't be able to accept this wonderful opportunity as I don't have any further slots this year to donate speaking services. I'd be happy to be considered again when your event budget permits.

Thank you again for your committee's interest in my work. I wish you all the best for your upcoming conference!"

All true. All kind. All respectful. (No jerks allowed in The Curious Entrepreneur community!)

The question I get most about this topic is how to not feel bad about saying "no" — simply put, if the terms don't work for you or level up to your value, it's not personal. It's also not personal that you are declining the offer. You are simply saying "no" to the terms (not to the person) because they don't work for your professional goals at this time.

No apologizing. No waffling. No haggling.

2. How to proactively convert one opportunity into another.

Ya know that saying, "Don't miss the forest through the trees?" This example highlights why this is true.

This one was a request for my corporate consulting services for a sector of the business that didn't yet have the funds to hire a consultant (ironic, I know).

Consulting is a lot of work. I truly love it, but it's probably the one I'm least able to do for free.

Instead, this was my reply (name changed, obviously):

"Hello Bill,

So excited for the team that you are developing this division!

To ensure a successful long-term outcome, I invest a lot of time, effort, and expertise into my consulting services. So, I'm sure you understand that I cannot offer them for free.

However, I'd be happy to offer a paid workshop for your company so we can educate the leadership on why funding your new division will yield greater future opportunities.

Let me know what you think."

Kind, collaborative, and creative.

Help them find a way to get the outcome they are looking for, while valuing what you bring to the table.

Funds for different activities often come from different buckets. While this new division may not have a consulting budget, their larger parent company might — or, they might have a separate budget for trainings but not consulting, etc.

This workshop idea for the larger company as a whole not only has the means to compensate you for your value, but also helps this new division publicize their value to advocate bringing in greater resources.

Working with people to find a mutually beneficial solution pays dividends across the board. I highly encourage this method because it doesn't close doors — it continues conversations (and, therefore, opportunities).

(If you want to read more about mutually beneficial solutions in negotiating strategies, check out this earlier issue of The Curious Entrepreneur.)

3. How to professionally close an email to continue further conversation

Here are some other ways to promote collaborative and constructive partnerships:

"I'm looking forward to finding ways to work together."

"I'm confident we can find a way to make this work."

"Here are some alternatives I've offered in the past that might work for you."

Once you "rip off the band-aid" that you don't work for free, you can work towards finding solutions that value your expertise and their desire for great outcomes. Win-win.

Something to remember though is, while getting paid your worth is important, "compensation" can take many forms.

Whether it's networking, warm introductions to other clients and opportunities, or trading in-kind services, there are many ways to creatively convert unpaid offers into paid opportunities that pay dividends for you as well as your client.

But remember, you set the tone for your worth.

And, greater opportunities can arise from what you say and how you say it.

Until the next issue, stay curious!

P.S. If you found this issue helpful, it'd be great if you shared it with a friend.

P.P.S. Are you struggling with confidence in negotiation or advocating for yourself in business? Send a DM. Happy to chat and offer some help.

Hey! I'm Kathryn (Kathryn Preston, DDS MS). I'm a cleft & special needs orthodontist - turned university faculty and researcher - turned Ed Tech founder, 1-on-1 coach, keynote speaker, and corporate consultant.

I specialize in outside-the-box thinking to empower people with the hard and soft skills to excel in their careers, while coaching teams and leaders on how to build more productive and inclusive organizations.

Above all else, I am a perpetual optimist convinced there is always a better way — and I'm determined to find it.

Join me through my posts and this newsletter, "The Curious Entrepreneur," to explore the hard and soft skills necessary to build and run a successful venture (even if your venture is "life").

Welcome, fellow Curious Entrepreneurs!