<aside> <img src="/icons/stopwatch_purple.svg" alt="/icons/stopwatch_purple.svg" width="40px" /> Estimated Read Time: 1-2 Minutes
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As a freelancer, negotiating with clients and closing deals is an essential part of your work. Whether you're working on a long-term project or a short-term contract, being able to negotiate effectively can help you achieve better rates, clearer expectations, and more favourable working conditions. In this article, we'll share eight negotiation tactics that’ll help you close deals successfully and build long-lasting relationships with clients.
And we’re not talking about watching the tv show (although we suggest you watch that too if you haven’t yet, it’s great). Before you dive into negotiations, play detective. Learn about your client's business, their industry, and their needs. Don't just wing it - come armed with information. This will help you shape your negotiation strategy and show how your skills can help your client smash their goals. Show prospective clients that you understand their needs and that you’ve done the work to understand what you need to deliver.
Building rapport isn't about brown-nosing. It's about establishing a real connection.
When you understand their needs, show empathy for their situation, and are just a genuinely nice person, you're not just making a client – you're making a friend. It isn’t necessary to be friends with all your clients but it is important for them to feel comfortable when speaking to you. So be approachable, listen up, and always be open-minded.
Start your negotiations from a place of strength. Show them your worth right off the bat. Don't be shy – highlight your skills, experience, and achievements. Let them know you're not just any freelancer – you're the freelancer they need. Look through the client’s needs and start by directly speaking to the pain point you can resolve for them. Share direct examples of previous work you’ve done that will help them visualise the quality of service you can deliver.
Always centre the client's needs. Be the person who can help them hit their targets. Flexibility is your friend here – adjust your approach to suit their needs. Show them you're a team player, and you're already halfway to a yes:
If you can find common ground with your client, you've already won half the battle. It can be anything – shared goals, similar values, a mutual dislike of pineapple on pizza (hey, you might both actually like pineapple on pizza- it’s not our place to judge). By finding this shared space, you're setting the stage for a successful negotiation. It’s human nature to prefer people you get along with, so look for ways to build this trust.
When talking terms, be clear. No vagueness, no ambiguity.
Be transparent about your rates, your availability, and your working conditions. No room for misunderstandings here – clarity is king. Use concrete examples and figures to demonstrate your value and explain your requirements. Consider you're negotiating your rates. Instead of saying, 'My rates are negotiable,' you might want to say 'My standard rate for a project like this is $X. This includes research, design drafts, revisions, and delivery of the final logo in multiple formats. However, if you’re ok with fewer formats and revisions, I’ll accept $Y.” Wouldn’t you rather take a deal where you know what to expect rather than one where you’re left with questions after reading the proposal?
Positivity is a power move.
Suppose a potential client has come to you with a tight budget, and they’re requesting more features than this might typically allow. Instead of focusing on the negative and saying something like 'With this budget, it's impossible to include all the features you want,' shift to positive language.
You could say 'I understand you're working within a budget and you need a lot of features. Let's prioritize the most impactful features that align with your budget, and I can show you how we can add additional features as your business grows and more funds become available.”
Once you've agreed on terms, don't let things hang. Summarize the agreement and make sure everyone's on the same page about terms and conditions. Then, tell them the next steps. Follow up after the negotiation to confirm the agreement and address any lingering concerns.
<aside> <img src="/icons/star_purple.svg" alt="/icons/star_purple.svg" width="40px" /> Mastering the art of negotiation is key for a freelancer. Use these eight tactics, and you'll be well on your way to not just closing deals, but building solid relationships with your clients. Here's to negotiating like a boss!
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Dealing with your first client: Setting the tone for the future
Improving client communication skills
Building long-lasting relationships with clients
Dealing with your first client: Setting the tone for the future
Navigating the Transition: From Freelancing Platforms to Direct Billing
<aside> <img src="/icons/book-closed_purple.svg" alt="/icons/book-closed_purple.svg" width="40px" /> CHAPTER 4
We know, we know - documentation isn't exactly the coolest part of freelancing. But trust us, it's super important. That's why we've made the “Documentation” part of this Masterclass both fun and informative. In this section, we'll show you how to write killer proposals, create contracts that protect both you and your clients, and invoice like a pro. We've taken all the boring stuff and turned it into something you'll actually want to read - and use.
So, if you're ready to take your documentation game to the next level, you’re at the right place!
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<aside> <img src="/icons/book-closed_purple.svg" alt="/icons/book-closed_purple.svg" width="40px" /> CHAPTER 5
Ready to take your freelancing game to the next level? Then it's time to talk about scaling your business! This section of our Masterclass is all about helping you grow and thrive as a freelancer. We'll cover everything from managing multiple clients and upselling your services to dealing with imposter syndrome and tracking expenses.
We know that growing your business can feel overwhelming, but with our fun and easy-to-read articles, you'll be a pro in no time. So, whether you're just starting out or looking to take your business to new heights, head to this section to start scaling!
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