Thread by @DmitryOpines

A great point in a good thread on how not to be taken advantage of in price negotiations as a freelancer or content creator.

Would add: Accepting a vastly lower price reduces your ability to honestly say "On average, clients pay $xyz per hour for my work." A strong argument.

https://twitter.com/HavanaRama/status/1367603314406350854

If there is a gig you really want to do where they honestly can't afford your standard rate I'd recommend either:

1️⃣ Doing it pro bono;
2⃣ Negotiating non monetary compensation like in-kind services, advertising etc; or
3️⃣ Invoicing as full price - discount so its clear.

Negotiating as a freelancer/content creator sucks, because it can often feel like the client has all the power and their attempts to low ball you feel demeaning.

The critical part is learning to tell a compelling story about the value you deliver compared to cheaper options.

"Oh, yes you could get your 14 y/o nephew to throw together a website on Squarespace but here's why paying me will be better for your business."

Really important not to get huffy and indignant here. Most don't have an inkling of what separates a pro from an amateur. Educate.

Remember, businesses hire freelancers for the same two reasons they hire anyone else:

1️⃣ To save them time;
2⃣ To make (or save) them money.

If you're not telling a compelling story about how paying you will lead to 1⃣ or 2⃣, you're making it hard for them to say "yes".

Individuals buying something for themselves may have a different metric, so it's useful to ask so you can tailor your pitch to it.

"What's most important to you about wedding photos?" / "How do you want your character art to make you feel?"

"Great. Here's how I achieve that..."

No one cares how technically complex or time consuming the process required to achieve results is, until you can clearly demonstrate the consequence of not doing it.

"Yes, you're paying me to spend 4 hours touching up your photos, but here's what photos look like before/after."

For content creators like Twitch Streamers or Youtube Folx, the story has to be about the unique value of your audience.

Your 500 paid subscribers on Twitch have demonstrated:
1⃣ Disposable income; &
2⃣ A willingness to spend it on this kind of stuff.

If they suggest they could just "do it themselves" or find a cheaper alternative, don't get defensive, angry, or start arguing.

Encourage them to check out alternatives, but suggest talking them through your offering, to make sure they have something to compare those to.

It's a really good idea to familiarize yourself with the limitations of the most 'obvious' alternatives to whatever you do, their price points, and especially any hidden costs.

This applies to content creators too where your primary competitor is other platforms and Google Ads.

Always, remember your kangaroo theory (see below).

Define narratives around why you CAN'T accept a lower price so you don't have to argue over whether you're WILLING to.

explaintrade.com/articles/2018/…