Having good negotiation and communication skills as a freelancer not only helps when you are dealing with potential clients and negotiating your freelancer payment terms and conditions, but good negotiation skills can also help you in many other circumstances. For example, you could negotiate for better price deals from suppliers regarding the tools you use to help run your business or even the place you choose to work from.
And while you don’t need to be a high-stakes negotiator to be successful, here are some general tips and pointers to help you negotiate with clients that result in a win-win for both parties.
Do the groundwork
Before entering any business arrangement, it pays to have done your research and be well-prepared before any meeting or proposal takes place.
For example, if it’s a freelancer client arrangement you are entering into, then you need to have a clear idea of who your ideal client persona is beforehand. Otherwise, you may find you attract clients who are not suitable for you, don’t need you or can’t afford your services.
In addition to researching the specific client and knowing your ideal client persona, you’ll also want to clarify exactly what it is you’re offering so you can show your potential client how it positively impacts them. Know your price (or at least a price range) and potential package options before you enter into any negotiations or sales calls. You should also know a baseline figure and terms and conditions that you simply won’t accept.
When thinking about the pay element, you can also consider deliverables such as turnaround times, service levels, added benefits to the client, etc., that are included with your service, all things that will increase your worth to the client. It’s about the whole package. By knowing your offer and confidently knowing you can deliver it, you are shaping the conversation before it has even begun, thus giving you added leverage.
You should, where possible, always deal with the person who has the authority to agree on a budget and has the authority to hire you for the work.
Actively listen
Marcus Tullius Cicero, the famous Roman statesman and philosopher, astutely said, ‘Silence is one of the great arts of conversation’. This is especially pertinent when it comes to freelancer client negotiations.
During your communications, take the time to understand exactly where the other party is coming from by actively listening to them and identifying their needs, wants, and desires (and also what they don’t want!).
It’s also worth bearing in mind that everyone communicates differently, and not all clients will be the same, hence the need to actively listen.
Once you’ve ascertained their specific requirements, you can then reframe the conversation back to them using their language and outlining their needs and how you can deliver on them. Using their language in your response will help build rapport. It also helps to keep the overall tone positive. You want to lead the conversation with value so you are perceived not as just an option but the only option!
You are the safe pair of hands that can deliver the outcome they want.
Manage perceptions
How you come across is important, as first impressions do count. Whether it’s an in-person or online meeting, make sure you stand out in a positive way. You can achieve this by using professional-looking branded documentation (think proposals and invoices) to smooth friction-free business processes (e.g. meeting scheduling and client onboarding) to good manners and punctuality.
Perception is powerful. If you come across as professional, confident and capable with reliable business processes, this will significantly add to your leverage.
Depending on the outcome you want to achieve for your client, it can also help to have some relevant client case studies and testimonials on hand to act as social proof of your work and the results you’ve achieved for others.
Offer options (and your solutions)
Your proposal should restate the issue the client is facing (again, try to use their language), state what the future will look like, and present your irresistible offer.
Ideally, it helps to aim for a win-win negotiation.
For freelance proposals, you can achieve this by including options. For example, you could provide a full package at a higher price point and a couple of other options with lower prices but fewer deliverables. The client can then decide which option suits their needs (and budget).
An advantage of this approach is that it removes the temptation to offer discounted services just to get the gig. This is where it’s helpful to be open to add-ons or take-offs. A well-structured proposal that clarifies the options available and the benefits to the client of each deliverable, and includes what the client needs to do next to proceed, can go a long way to winning a new client. You can also add a time limit to your quote to prompt fast decision-making.
Another factor to consider is how clients can pay you. The more options you offer, the more convenient it is for your client. Invoice Ninja is a leading free invoicing software that offers multiple payment gateway options. Integrating your Invoice Ninja account with a payment gateway allows clients to pay their invoices with 1-click! The payment gateway processes the transaction in the background while your client never leaves their Invoice Ninja client-side portal. Seamless!
Make paying you easy with Invoice Ninja. Try it for free here.
Finally, don’t be afraid to walk away from the negotiation if it’s not right for you – not all proposals will be accepted, and not all clients are the right fit. And that’s okay, too!
We hope you found these tips helpful. If you know of anyone who would benefit from them, please share. Thank you!
