Pro Writer Tips, Tools + Trends

TWO WAYS TO FIND A WIN-WIN WHEN CUSTOMERS CAN'T (OR WON'T) PAY YOUR PROPOSED FEE

WAY ONE

I never advise anyone to drop their fees. I do, however, encourage businesses to find out what the customer really needs and then set the fee to that.

Re-propose your offer to just what the customer needs, without the extras, and adjust your fee to that. In my case, if customers want social media support but they don't want to pay my fee for the proverbial "full meal deal," I develop an à la carte menu, where they can pick and choose what they need regarding frequency, scope, and more -- piece by piece. I'll often put together three à la carte options, with the middle one as the most desirable, because, hey, it works.

You can start the re-offer with a note like this:

I've been listening to you so please let me know if I'm right. I think one of these three options may suit you better and help you move forward quickly...Let me know which option you like best and I'll get to work for you.

You get paid. Your customers get what they need. Everyone wins.

Please note: My advice is to always get a percentage up front when dealing with new customers. In my world, it's 50%, but in yours it may be different. Serious and legitimate customers will not balk, as long as you have something to prove your credibility and reliability.

WAY TWO

If your customers don't want a modified fee-for-service agreement, then offer up two or three people in your field you respect, those who may be able to help your customers. This ensures you always leave your customers with an alternative, and never a feeling of let-down or rejection. They will remember you when you attempt to help them further. It also helps you build deeper and more meaningful relationships with your colleagues and collaborators. And, I'm a firm believer in collaboration over competition.

Try something like this:

I'm glad we were able to learn a bit more about each other, but sorry we weren't able to find a perfect fit. I have a number of colleagues I'm sure can help you. Here are two I've worked with before and trust: [insert names and contact info] Good luck and let me know if I can help you further.

No, you don't get paid in cash. But you DO get paid in social and human capital. So you win, your customer wins, and your colleagues win. It's a WIN-WIN-WIN!

Please note: My advice is to always connect with those referral colleagues before you offer their names and contact information. It works well in my world.

If you want to learn more or have questions, please send an email.