A potential client asks you to estimate costs for writing some web pages. You gather all the project details, determine how much to charge, and confidently email him your price proposal.

Okay so far.

Then the next day, he calls and says, “Sorry, but your price is just too high.”

What do you do?

You could, of course, simply walk away from the opportunity. And you would be justified to do so, especially if you feel you have quoted a fair price.

However, there is another option.

Negotiate.

Does that word scare you? It shouldn’t. Negotiation is simply a process of discussing options with your client, and coming up with pricing and terms that will work for both of you.

Here’s how I do it:

When a client says that my price is more than he or she expected to pay, I respond with something like: “Okay. I respect that you have a budget. Can we discuss some options that may allow us to continue to work together?”

The client will almost always say, “Sure.” Then I’m off to the races.

My next question usually is, “How much were you hoping to pay for the copywriting?”

This puts the ball firmly in the client’s court. If my quote is $2,500 and he says his budget is $2,000, then we’re not that far apart.

Now here’s the secret. I never lower my price just to get the job. (Negotiation is, after all, inherently give and take.) Instead, I make an offer based on a change in the project scope or terms.

Here are some examples of what I mean:

* Offer to get the job done earlier than the deadline. Many clients are willing to pay my price in exchange for receiving the copy earlier than scheduled. It takes a lot of pressure off them.

* Offer a discount for paying my price up front. This strategy works well for me. I offer the client a 10% discount if they pay me in advance. The client gets the savings, and I get my money before I write a word of copy! (Special thanks to consulting legend Alan Weiss for this great idea.)

* Offer a lower fee in exchange for a longer deadline. I only offer this arrangement to clients when my schedule is tight. It’s worth it to me to earn a little less on a project if I have more time to complete it.

* Ask about upcoming projects, then offer a volume discount. If I’m asked to write a sales letter, and the client has two more letters planned for the future, I’ll offer him a special price for all three.

* Offer to throw in a little extra work for free. For example, if I’m writing a case study, I might offer to write a short email or ezine ad that promotes it for no additional charge. This only takes me an extra hour or so, but is very valuable to the client.

Isn’t it easier just to lower your price and take the job? Of course it is. But you’ll be teaching your clients that they can always get your services at a cut-rate. Getting paid less than you deserve is a miserable way to work.

Don’t be afraid to negotiate. Trust me. You’ll get more work, better fees, and more importantly, greater respect from clients.

Editor’s note: Steve will be teaching a teleclass entitled, “Pricing Your Services as a Freelance Writer (Earning What You’re Worth!).” Click here for more information about this upcoming class.

About the Author: Steve Slaunwhite is an award-winning copywriter and coach. He is editor of ForCopywritersOnly!. He has been a full-time freelance copywriter for more than a decade. He writes for Hewlett-Packard, UPS, Rogers Publishing, Mitsubishi, USi Interworking, Symantec, Hoover’s Business Information and dozens of other great clients.

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