Welcome to Week 34 of my adventure as a member of the Marketing Plan Group. In my posts, I talk about my voyage down the road of self-employment as a website copywriter, my achievements and roadblocks along the way, and what I’m learning from my group experience.
With some prospects, we talk about a price range ahead of time, and then they accept my quote for that price.
With other clients, it’s all a negotiation.
I just got a new job from a former client – and for our last job together – he wouldn’t give in to my persistent questions about budgets or “comfort levels” with price ranges.
When I gave him my estimate, he told me his budget was slightly lower, so I met him there. I felt I had quoted on the high side.
For this project, there was another negotiation. But I half went into the estimate expecting it.
I quoted a number, he suggested that he was more comfortable with another number, and ultimately we met in the middle. I enjoyed the back and forth of it, and when done properly, everyone feels like they get what they want. Works for him, works for me, everybody wins.
One question that arose in my head was this: Would his “budget” have been different depending on my quote. Would his “budget” have been 25% lower than any reasonable number I presented to him?
I also wonder… are we like flea market vendors or antique fair sellers? Should we assume that our first price will be “bargained down” by our prospects?
And how can we spot the negotiators? Are they the ones who simply won’t clue us into their budget beforehand?
Do you have different rates for the “negotiators” than you do for the “accepters”? Should we?