When Low-Ballers Attack
Freelancers everywhere will probably agree that it’s gotten tougher out there. If clients aren’t lowering rates then they’re “offering” more restrictive contracts or “losing” invoices.
When a client tries to lowball you, what do you do?
FreelanceFolder has some suggestions:
Educate the client.
“I thought you would like to know that the going rate for a project like this is $X.”
Show off your expertise.
“Since I have X years of experience in PR, I can do your work for $Y.”
Break it down. “To do X, I would first need to do A, B, and C. Therefore, this project will cost $Y.”
(A commenter pointed out an addition to this approach: when you say “The project will cost $X” and the client counters with “How about half of that?” you can respond with “Okay, what would you like to cut out of the project so you can get closer to your desired price?”)
Last, just walk away.
Unfortunately, walking away may be the only one of these tricks that works on a reliable basis, especially in some industries. A client that’s interested in getting the “best possible rate” is unlikely to be swayed by your brilliant negotiation tactics.
What works for you?
