Repeat after me: I am worth the fee I charge
I completed one project for one of my clients, and yesterday I talked with a different staffer about a long-term copywriting project for his department. He was very excited about my writing and journalism background and VERY psyched about the project management system I use to keep us on track.
Toward the end of the call, I told him that since this was an ongoing project, I’d charge him hourly instead of per project like I usually do. I took a deep breath and told him my hourly rate.
He hesitated.
In my head I started to panic…. Ok, just give him a discount. Cut your rate. Figure out what he’ll pay. YOU NEED THIS WORK. Just GET THE JOB.
It took the biggest effort I could make to keep my mouth shut and not to drop the price for my copywriting services immediately. I learned that skill from my last job — don’t immediately start dropping the price. Stick to your proposal, and if they need to negotiate, they’ll come back with a counteroffer.
My hourly rate is at the low end of the industry standard for copywriters. I’ve done my Peter Bowerman calculations, and I know what it’s going to take for me to make a living as a writer. And, dang it, I’m worth it. I’m a fast study, a good writer, an effective communicator and well worth the money. And I’ve been working for cheap, cheap with a couple of friends and family — with rates at least 40 percent off what my standard rate is. Gulp.
With this new client,
it’s so hard not to give in and just immediately come back with a price he may like better.
He’s talking to his boss to have her approve the budget. I should know this week. Keep your fingers crossed….
Wendy on 17 Oct 2007 at 12:24 pm #
I am totally keeping my fingers crossed for you, and I’m lighting an incense stick in your name. Yes, you are worth it. And writers need to stop accepting sub-par pay.
I had a friend who increased d her freelance rate by an astronomical amount because she felt she was worth it and deserved to be paid accordingly. When she told me the amount I winced, but she said, “Listen, I work hard and if they don’t want to pay top dollar for a top service, then they’re not the type of client I want anyway.” So of course she lost a few clients, but she gained new ones who were of a totally different level. A couple years later she bought a new Jeep and added a big addition onto her home. Sickening, but true.
John Leach on 17 Oct 2007 at 1:20 pm #
I’m sure you knew I’d have to comment on this one. First off, you sent me your rates and I can tell your right now they are too low. By starting towards the low end of the scale, you are positioning yourself as someone who deserves the low end of the scale because your work is not as good as those on the high end. It also puts you in a position where clients feel they can negotiate with you.
Increase your rates because you REALLY are good.
You’ll get MORE clients and better clients. Wendy’s comment is dead on.
David C on 18 Oct 2007 at 9:12 pm #
GREAT that you stuck to your rate… I’ve had to nearly bite my tongue off many times over the last year as I weaned myself from my quick discounting. I know my original artwork is better than much that is out there, I work seriously and hard at creating it and use top-quality materials. I’ve sold as many pieces of art this year as last year, but with far fewer discounts – it’s starting to work for me!
Also – glad you got the work!
Sheri on 19 Oct 2007 at 4:48 pm #
Good for you for sticking to your guns! I faced the same urge to discount my services just this morning; unfortunately, the urge won in my case, and I offered a discount before I could stop myself. I later got the feeling that I could have charged even more than my regular rate and the client wouldn’t have batted an eye. Hopefully I can learn from my own mistakes.
Believing in your rates | Life on Avenue Z on 26 Sep 2008 at 2:06 pm #
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