6 Negotiation Tips I Borrow from a Popular History Channel Show

American Pickers has been a staple on the History Channel for 15 years and recently kicked off its 26th season. One of its original stars, Frank Fritz, sadly passed away just before the latest season aired.

In this show, the pickers are business owners who visit Americans’ homes to “pick” or “buy” antiques and relics that represent American history to sell through their stores and via private sales.

The show offers a fascinating deep dive into American history (I love seeing the antiques and cool tools). Still, beyond the treasure hunts and antique finds, there are invaluable lessons in business and negotiation freelancers can learn from these expert buyers and sellers.

Their knack for sales, people skills, cold pitching, relationship building, and pricing strategy can translate perfectly to your business, whether you’re freelancing, managing a marketing team, or overseeing content strategies.

6 Negotiation Lessons Freelancers Can Borrow from 'American Pickers'

Here's how to put those tactics to work for you:

1. Build Rapport Before Making the Pitch.

Ever notice how the pickers never dive straight into a deal? They always start by asking for the story behind an item, creating an instant connection. The same applies to you: warm up potential clients by showing genuine interest.

Congratulate them on a recent campaign success, mention what you admire about their brand, or acknowledge a product you’ve used and loved. Then, transition to how you can support their goals.

Standing out from the flood of generic pitches starts with authentic engagement. It's key if you want to be a freelancer who earns six figures a year.

2. Leverage Your Network of Experts.

Host Mike Wolfe and other pickers on the show often call in specialists to assess items they know little about. That might be a specific car model or a collector in a niche like medical equipment.

or freelancers, building a strong referral network and a robust freelance community is just as critical. Use a freelance community to bounce hourly rate questions off of after doing some research. Or, see if someone else in your network would be a better fit for this customer.

If you contact a contractor to see if they can do something specific in your home and they refer you to someone else because it's their wheelhouse, you'll be appreciative. You might even come back to that initial professional for another job. I've found it works in my freelance business that way, too.

(BTW, get in contact here if you have a freelance content, copywriting, or editing project you need help with.)

3. Price Confidently, With a Cushion for Negotiation.

The pickers know not to put all their cards on the table upfront, and you shouldn’t either. When asked for your rate, share a range. For example, I might say, “For a 1,000-word article in your niche, pricing typically starts at $700,” or, “My projects in this area usually fall between $600 and $800, depending on the scope.” ]

Offering a range shows you’re flexible while still anchoring your value. It also opens the door for further discussions and ensures you don’t box yourself into a lower fee. Ideally, you'll have a call with the client or customer so you can have a better understanding of the job and your price quote is accurate, reflecting their needs and your values.

?? Use my Client Intake Questionnaire to save time and establish your project rates right away.

4. Know and Stand By Your Value.

Just like the pickers know what each item is worth and never overpay if it cuts into their profit margins, you should be crystal clear about the value of your work.

If your content strategy drives significant revenue for a client, don’t settle for a lowball offer. Having hard numbers and testimonials from previous clients can help these situations. Be sure you’re compensated for the impact your expertise provides, and consider how many hours a project will take before agreeing to terms.

This is one of the best ways to increase a freelance writer salary.

5. Educate Clients on Value-Based Pricing.

Sometimes, the pickers shock sellers by offering more than they ask. Why? Because they recognize the true value of an item. (Yes, it also makes the sellers and viewers feel like these are trustworthy individuals.)

Similarly, you should communicate the long-term benefits of your work. If a client can earn thousands of dollars from your $500 article, make sure they understand the return on investment (ROI) they’re getting.

Get the answer to "can I earn $1,000 a month freelancing?"

6. Bundle Your Services for Maximum Impact.

Pickers often seal the deal by negotiating bundles, and you can use the same strategy in your freelance business. Instead of pricing each service separately, offer package rates. For example, instead of just a single blog post, provide a higher-tier package that includes supplementary social media content or editorial strategy advice. It’s an easy way to increase your earnings without adding too much extra work.

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Hi there!

I'm Diana. I'm a freelance business owner of DKL Content Services Inc., based in Long Island, NY.

I'm a former magazine editor, an award-nominated freelance content marketing writer, and a copywriter and content writer for brands in the health, pet, sleep, personal finance, and beauty space.

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