Last week, I was chatting with some fellow freelancers at a networking event when one of them asked what a certain website pays."Well, they usually offer $X, but you can negotiate to $Y," I said.
"You mean one can negotiate or you can negotiate?" he asked.
Apparently several of the writers I was talking to had never thought to ask for more money. "Can you really do that?" they asked.
Yes, you can! And you should. Here's how.
Know the Market
Most freelancers do several different types of projects, and it's helpful to know the appropriate pay ranges for the work that you do. Organizations like the National Writers Union can be a good resource for finding out other freelancers charge for similar work.
If you write for publications, a lot of them play coy when it comes to their pay rates ("payment varies" is a common phrase in a lot of writer's guidelines). But you can still find out other writers are earning by doing a little research. One of my favorite resources is the Freelance Success Pay Check database. You'll have to pay for access, but it's a worthwhile investment for serious writers. If you have a close freelance friend, they can probably clue you in to the publications they write for (and hopefully you'll do the same for them).
Be Diplomatic
I know it's scary to ask for more money, but you won't get what you don't ask for. You don't need to negotiate every single assignment, but I think it's appropriate to ask for a pay raise once you have a solid track record with a certain client or publication. In that scenario, I might write an email like this.
Hi Sally,
I'm so glad you liked my last piece! I love contributing to the magazine, and I'm excited to get started on this next assignment. Since this is my fifth profile for you and readers have sent great feedback on my work so far, I wondered if we could discuss a pay increase? I hope to contribute contributing, but these pieces are fairly research-intensive, so let me know if you have any flexibility in your budget. Thanks!
Susan
Of course, sometimes it makes sense to negotiate from the beginning so they don't get used to paying you the lower rate. Here's an example of that type of negotiation.
Hi David,
I'm delighted that you want to assign this piece! Still, $XX seems a bit low for the word count and the amount of research required. Is there any flexibility in your budget? Please let me know, as I would love to contribute to your website. Thanks!
Susan
In both cases I wouldn't name a number, because you're just trying to feel them out and see what they can offer. In some cases, I've gotten more than I'd hoped for because I waited for the editor to show their hand. I have only turned down assignments a few times (and usually because of contract terms or the lack of a contract, not the pay), so my attitude is usually, "can't hurt to ask," not "I'm walking unless they double my rate."
With copywriting clients, many writers send a letter or email explaining that their rates will be changing as of a certain date. I haven't done this myself, but I agree that it's best to give people plenty of notice and notify them in writing. Here you can also include a plug for your services, like "to continue providing high quality copywriting services, I will be adjusting my rates as of January 1." And give them the option to lock in your services at the current rate if they book you ahead and pay in advance!
Cultivate Higher Paying Clients
There comes a point in every freelancer's career where they reach a pay ceiling. Even with raises, the websites and magazines I wrote for earlier in my career just can't give me the compensation I'm looking for. So, I've moved on, and when prospects ask for my rates, I quote them an hourly rate that would have felt ridiculous to me a few years ago. Because that's what my services are worth.
As you build your portfolio and your confidence, it becomes easier to seek out these clients or land them through referrals. It's sometimes tricky raising your rates with existing clients, so often it's easier to set a higher rate with a new client who has no idea that you used to write for pennies. Just don't get too comfortable at your current rate or you'll miss the opportunity to earn more.
Have you successfully asked for a raise from an editor or client? What strategies have you used to negotiate?
Flickr photo courtesy of Darren Hester
12 comments:
Susan,
What a great post! I'm always, always so timid when it comes to money. I did, however, recently ask a long-time client if she could increase my rate, and she didn't even blink. Granted, it wasn't a lot, but it was something... I realized I should have spoken up long ago. I agree; the worst that can happen is that someone will say no. But it doesn't hurt to try. Thanks for the sample Dear Sally e-mails; I'll be borrowing from those in the future!
Sheryl
This is very empowering! When I was in the corporate world, a friend advised me to ask for more than I thought I should and generally you'll meet somewhere in the middle. While I did that then, somehow I've always felt so lucky to get an assignment, I never had the guts to negotiate!
I'm finally realizing I should!
Thank you for this, Susan. It's exactly what I need to read -- and practice.
I agree about asking for what you think you're worth up front. I find that actually, instead of backing down, most publications will respect you more as a writer if you ask for decent pay.
Great advice Susan. Thanks for reminding us that we don't always ask for what we are worth.
So much here to take in! This is a post I'm going to bookmark to refer back to. Love it. :)
And huge congrats on your blog honor!
You make some important points in this post, points freelance writers can use. As a freelance writer, the idea of asking for more money always made me cringe. It was not something I felt comfortable doing, because I lacked confidence in myself. As an innkeeper, I have no problem raising our rates, especially after a peek at the competition. When you have a superior product, people will pay for it.
I think the more you do it, the easier it gets.
I recently asked for a per-hour rate that I thought was high, but the client accepted it without blinking. D'oh!!! I realized that I could probably have asked for $20 more per hour...but I was scared. But I was also thinking realistically: I'd never done that type of writing before, and I knew it could be a potential long-term gig. This client is a well-connected, smart, assertive, admirable woman and I wanted to work with her. So, I low-balled it.
Now, I'm not afraid to ask for the union rate for freelance writers -- even in this economy. Especially now that I have even more experience under my belt!
I've also asked editors who assign articles for more money; some say yes, some say no. When they say no, I usually decline the assignment.
Susan...thanks for your email about our next guest post crossover! I'm still chewing on it...will email you later today...
Laurie
This advice comes at such a good time. I just got offered an assignment that really is too little money to take. I haven't answered because if I turn it down I fear I will be burning a bridge. But the idea of doing it at the rate offered really doesn't appeal to me. So I'd better cut and paste one of these tactful emails and see if we can work something out...
Talking about money is always a scary prospect, especially in this economy. These are great down to earth tips on how to approach the subject of money. I know I underestimate how much I should be making on a regular basis. That probably has something to do with why I am still a part timer.
Thanks for such good advice.
Good advice! I usually raise my rate, take on new clients with that rate, grandfather older clients for a few months, then let them know 3 months before I raise the rate for them.
What a helpful post! I'd love to hear more about what to do after you ask for a raise and are turned down--one of my best copywriting clients, who has adored my work for 4 years, did that recently. Blamed it on the economy, and even went so far as to mention how frequently they're approached by other writers who'd do the job for less. It left such an awful taste in my mouth, but until that moment this gig had been fabulous. We ended up agreeing to revisit in a few months (and the person who said all these things has since left the company), but ugh.
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