How to Get Paid: Asking for Money and Pricing Your Work

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HOW TO GET PAID: ASKING FOR MONEY AND PRICING YOUR WORK JENNIFER DZIURA GETBULLISH.COM @GETBULLISH

Transcript of How to Get Paid: Asking for Money and Pricing Your Work

HOW TO GET PAID: ASKING FOR MONEY AND PRICING YOUR WORK

J E N N I F E R D Z I U R A

G E T B U L L I S H . C O M

@ G E T B U L L I S H

PEOPLE WHO WANT YOU TO WORK FOR

FREE

ASSUME THE PERSON INTENDED BARTER

EXPOSURE? GREAT, QUANTIFY THAT

NONPROFITS DON’T GET A FREE PASS

DEVELOP A PRO BONO PROGRAM

COUNTERMEASURES

HOW TO RAISE YOUR RATES

ANNOUNCE WELL IN ADVANCE!

OFFER COURTESY DELAY TO EXISTING CLIENTS

ADD PREMIUM (WHITE GLOVE, V IP) LEVEL OF SERVICE

TIME THE INCREASE WITH A NEW TECHNOLOGY OR SOME EXTERNAL CHANGE

YOU DON’T ACTUALLY NEED A REASON!

TACTICS

RATES TOO HIGH?

CAN YOU BACKTRACK AND STILL GET THE GIG?

OFFER A PACKAGE OF OPTIONS IN THE F IRST PLACE SO THIS HAPPENS LESS

PREQUALIFY

TACTICS

“WHICH PART OF THE PROPOSAL DO YOU WANT ME TO CUT?”

“C AN YOU PUT A SUPPORT PERSON ON THIS?”

OFFER A LOWER HOURLY RATE ONLY WITH A LONGER COMMITMENT OR PACKAGE DEAL WITH OTHER

LOC ATIONS/DEPARTMENTS

TACTICS

DO YOU REALLY WANT THEM? THERE IS AN OPPORTUNITY COST TO EVERYTHING

SOMETIMES THEY JUST “HAD TO TRY” – IF YOU STICK TO YOUR GUNS, THE HIGHER RATE IS ST ILL AN OPTION

TACTICS

PRICING GOODS AND SERVICES

KEYSTONE PRICING

PROFIT IS NOT THE SAME AS HOW MUCH MONEY YOU PAID YOURSELF

FREELANCE? (AT LEAST) DOUBLE THE HOURLY RATE YOU’D RECEIVE IN A JOB

DON’T COMPETE ON PRICE

VALUE PRICING

PERHAPS PARADOXIC ALLY, R ICHER CLIENTS ARE USUALLY EASIER TO WORK WITH

PRINCIPLES

REDUCE THE AWKWARDNESS AROUND

ASKING FOR MONEY

EMBARRASSED? QUANTIFY THAT. HOW LONG WILL THE EMBARRASSMENT L IKELY LAST? IS IT WORTH THE EXTRA

MONEY? (F YES IT IS)

WHEN YOU ASK FOR “TOO MUCH,” THEY ’RE EMBARRASSED – YOU DON’T HAVE TO BE

PRESUMPTIVELY AND C ASUALLY SEND A L INK (FRESHBOOKS, FOR EXAMPLE) SO THE CLIENT C AN PAY

WITH A CREDIT C ARD “ IF YOU’RE READY TO GET STARTED” OR “ IF YOU’VE MADE YOUR DECIS ION”

LET’S TAKE A DEEP BREATH

GET PAID SOONER RATHER THAN LATER

INSTEAD OF A PENALTY FOR LATE PAYMENT, OFFER A DISCOUNT FOR EARLY PAYMENT

50% UPFRONT, 50% UPON CLEARLY DEF INED BENCHMARKS ( INCLUDE PROVIS IONS FOR CHANGES BEYOND THAT)

AUTOMATIC MONTHLY B ILL ING

BOOK THE DATE UPON RECEIPT OF PAYMENT/DEPOSIT

INCLUDE CONTRACT PROVIS IONS REGARDING UNPAID B ILLS – FOR EXAMPLE , THE CLIENT’S WEBSITE GOES DARK, COPYRIGHT REVERTS BACK TO YOU, OR CLIENT AGREES TO

PAY YOUR F IL ING FEES IN SMALL CLAIMS

STRATEGIES

ANCHORING

PORTFOLIO C AREER? ANCHOR AROUND YOUR HIGHEST-PAID SERVICE

ANCHORING IN GENERAL – F IND A WAY TO EVEN JUST MENTION LARGE SUMS (REALLY! )

HAVE A R IDICULOUS LUXE PACKAGE NO ONE EVER REALLY BUYS (UNLESS THEY DO!)

PRINCIPLES

DON’T BUILD A BUSINESS OFF

ONE-OFFS!

CHANGE YOUR BUSINESS MODEL

AUTOMATE, SYSTEMATIZE , MAKE PACKAGES, WRITE STANDARD PROPOSALS AND CONTRACTS

GO AFTER CLIENTS WITH A SER IES OF LOC ATIONS, EVENTS, ETC .

HAVE A REFERRAL PROGRAM IN PLACE

CHARGE EXTRA FOR ONE-OFFS

BREAK THE CYCLE

MVP / AUDIT YOUR BUSINESS MODEL

THE MVP MODEL

DO YOU GET YOUR IDENTITY FROM YOUR BUSINESS? WHAT IS THAT COSTING YOU? QUANTIFY IT. EXAMINE IT

RUTHLESSLY. WOULD YOU BE WILL ING TO CHANGE IT FOR A BETTER L IFE?

THERE ARE PROFESS IONS WHERE NO ONE IS EVER ASKED TO WORK FOR FREE OR LOWER THEIR RATES .

SELL TO PEOPLE WHO WANT TO BUY. MAKE IT LESS ABOUT YOU AND MORE ABOUT THEM.

BREAK THE CYCLE

Q&A TIME!

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@jendziura@getbullish

THANK  YOU!