Are You Top-Tier or Bargain Basement?

Do you negotiate over rates? If so, then you may be selling your business in the bargain basement bin.

Every now and then I’m queried about my rates only to have a prospect come back and try to get me to drop then. The irony is that (a) it’s always a small project; and (b) the amount they want me to drop down is very small. My answer: No.

And guess what? They almost always meet my rate. If they walk away, that’s okay too, because my rates aren’t arbitrary, and they’re not for sale.

While I will not negotiate over rates, I will, of course, negotiate over the scope of work. This is an effective way to provide value to a client while both meeting their budget parameters and getting paid what you’re worth.

Pricing is always a huge issue–and there is always flexibility on how to structure a proposal. But if your rate isn’t really your rate, then why quote it in the first place?

Photo by calaggie (Flickr).

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