How to Get Paid: Asking for Money and Pricing Your Work
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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
ASSUME THE PERSON INTENDED BARTER
EXPOSURE? GREAT, QUANTIFY THAT
NONPROFITS DON’T GET A FREE PASS
DEVELOP A PRO BONO PROGRAM
COUNTERMEASURES
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
“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
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
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
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
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
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
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