As promised here’s the letter that I wanted to share with you. I found it on another website http://www.winwithoutpitching.com/why-i-charge-more when I was doing some research during the week and I sat and pondered for quite a while about what I thought about it.
Anyway, here’s the text:
Why I Charge More
A Designer’s Open Letter to His Future Clients
January 5, 2011 at 12:15 pm by Blair
Sometimes we do it for the money, don’t we? The irony is that the less money we’re paid, the more likely we are to be doing it for the money. When we’re paid well, it’s suddenly about something much bigger. Here’s a letter you might take, modify and use in many forms and many ways.
It’s yours if you’d like it. No need to attribute.
“The more I charge you, the more pressure I put on myself to perform for you.“The client who grinds me on price is the least satisfied. He gets less attention from me and is most likely to be pissed off at me. And I don’t really care, because to be honest, I resent him. The very fact that he is on my roster reminds me that I’m part prostitute. For him, I’m doing it for the money and as it isn’t very much money I’m not troubled by not doing it well. He pays me a paltry sum, I perform poorly, he gets angry and I resent him. We can have that type of relationship if you like.
“The client who pays me the premium gets my best work. He’s the one I wake up in the middle of the night thinking about, wondering if I’m doing all I can to earn his money. When he calls, I jump. Hell, I call him first. I take pride in moving his business. I try to make myself indispensable to him. I imagine that he winces when he opens my bill (he doesn’t say), but he thanks me for all I do for him. He’s the one I worry about.
“I’m great at what I do, but if someone hires me without giving me the resources (money, time, access) to do a great job, it’s easy for me to rationalize poor performance. When a client gives me everything I ask for, he removes all the obstacles to a high quality outcome. There’s no way for me to rationalize anything less than perfection.
“There is no greater pressure than the pressure I put on myself, and the only way you can add to my own sense of pressure is to pay me well. Yelling won’t do it. Neither will threatening to pull your business. My deep sense of obligation comes from you paying me well enough to dispatch all of the excuses. Then I have to prove to you, and, more importantly, to me that I am as good as I say I am.
“So, I’ve given you my price and it’s the price that I need to charge to bring a deep sense of obligation to the job. Will I work for less? Probably. Can you negotiate with me? Sure. We can have that type of relationship if you really want me to be that type of designer and you want to be that type of client.
“Let’s just understand each other before we get started.”END
It’s interesting isn’t it? I’m kind of in two minds here. I would hope that I never give less than my best work but I have started to alter how I write my £10 articles. They get 30 minutes of research and 30 minutes of writing and a check over. Articles that I’m being paid more for get a lot more research, a lot more synthesis and I spend more time crafting my writing to match the client’s expectations.I want to be proud of everything I write. My portfolio is growing at an incredible rate and I love getting new jobs with interesting challenges. At the end of the day I’m a pen and a creative brain for hire. I’m worth what people pay; the trick is finding people who have the vision to see how much better I am than many others out there, but who also have slightly deeper pockets!
I’m still new to this freelancing malarkey however, and I don’t know how picky I can afford to be and still pay the bills. Any advice out there?
1. My husband has been on annual leave and he’s been at home distracting me. It’s like being at work. If everyone else is having fun why can’t I?2. I think I suffer from burnout when I’ve been doing too much and so I don’t write for a few days until the pressure of a deadline forces me to park my bum and I start to write again. I had just completed 8 days straight of writing a huge batch of wellness articles so I was in need of a rest, and I was easily distracted by hubby
3. I started back at it on Sunday and have been completely full of beans! I have been doing 10+ hours per day. But I kind of think about my blog and go ‘nooooooooooooooo’ and then feel really guilty for not writing my own stuff.
Anyway, that’s by the by. I’ve had a funny old week so I thought I’d come and moan. I know you freelancers will sympathise.
I now have a business mentor as part of a Business in the Community initiative I’m part of. I’ve only met him once so far but I think it’s a great idea. He straight away said I was selling myself too cheap. The problem is that I use freelance websites to get work and you have to put a proposal in and bid. You say how much you’ll do the job for. Quite often the client tells you what they are prepared to pay. Sometimes there is a bit of a mismatch to say the least.
My mentor asked me what I thought I was worth and how much I wanted to earn per hour and we worked out what I should try and charge. He then told me that regardless of what the client says I should say ‘this is what I’m worth’ and then offer a discount if they want to negotiate. Fair enough. I’ve tried it with mixed results this week.
One job I got at the new higher rate. Boom! I was happy; the client was happy. The article was really good and I enjoyed writing it.The second job was with a client in India. Let’s call him Raj. Raj had posted a job for 20 articles. I applied and sent samples and gave him a discount because it was a lot of work. I got an interview via Skype! Raj was really impressed with my blog work (this one and a few others I ghost write) and the articles I sent him. He loved my intimate and conversational tone. Hooray! It was all looking good. Then do you know what he did? He took the third cheapest bid. A British woman (living in the UK) who bid $50 for 20 articles! What is that? Not even £35? *Arrrgh*How can I compete? Does she not have a mortgage? And finally today. I put a proposal in this morning for a red hot website that needed a blog writer, and you all know how much I like to write about sex. I sent some brilliant ideas through and I halved my hourly rate because I fancied doing this job so much, but nope… His feedback was ‘Thanks for your proposal and ideas. It sounds exactly what I am looking for. I have to be honest and say you are a little out on price compared to others.’ Sadly he only wanted to pay £7 per hour.
What’s a girl to do, eh?
Anyway I came across a blog post elsewhere, with a letter that someone wrote to their own clients that I want to share with you, so I shall post that here in a day or two. Keep reading and see you soon xxx
*I can see this being an ongoing saga, can’t you? ;-p