Negotiation Techniques for Freelancers

"We have budget for $199,000," the procurement manager spat at me. I had a $325,000 deal forecasted, and we had 7 days left to close it. That was June, 2020. End of quarter. Egg about to be smeared all over my face. I paced around my house while my family swam at the pool. Cursing under my breath. Back then, I knew every negotiation tactic in the book. But that was the problem: My negotiation "strategy" was actually what I now call "random acts of tactics." A question here. A label there. Throw in a 'give to get.' There was no system. No process. Just grasping. Since then, I now follow a step by step process for every negotiation. Here's the first 4: 1. Summarize and Pass the Torch. Key negotiation mistake. Letting your buyer negotiate with nothing but price on their mind. Instead: Start the negotiation with this: “As we get started, I thought I’d spend the first few minutes summarizing the key elements of our partnership so we’re all on the same page. Fair?” Then spend the next 3-4 min summarizing: - the customer's problem - your (unique) solution - the proposal That cements the business value. Reminds your counterpart what's at stake. They might not admit it: But it's now twice as hard for them to be price sensitive. After summarizing, pass the torch: "How do you think we land this plane from here?" Asking questions puts you in control. Now the onus is on them. But you know what they're going to say next. 2. Get ALL Their Asks On the Table Do this before RESPONDING to any "ask" individually. When you 'summarize and pass the torch,' usually they're going to make an ask. "Discount 20% more and we land this plane!" Some asks, you might want to agree to immediately. Don't. Get EVERY one of their asks on the table: You need to see the forest for the trees. “Let’s say we [found a way to resolve that]. In addition to that, what else is still standing in our way of moving forward?” Repeat until their answer is: "Nothing. We'd sign." Then confirm: “So if we found a way to [agree on X, Y, Z], there is nothing else stopping us from moving forward together?" 3. Stack Rank They probably just threw 3-4 asks at you. Now say: "How would you stack rank these from most important to least important?” Force them to prioritize. Now for the killer: 4. Uncover the Underlying Need(s) Ignore what they're asking for. Uncover WHY they're asking for it. If you don't, you can't NEGOTIATE. You can only BARTER. You might be able to address the UNDERLYING need in a different, better way than what they're asking for. After summarizing all of their 'requests,' say this: “What’s going on in your world that’s driving you to need that?” Do that for each one. Problem-solve from there. P.S. These 7 sales skills will help you add an extra $53K to your income in the next 6 months (or less) without working more hours, more stress, or outdated “high-pressure” tactics. Go here: https://lnkd.in/ggYuTdtf

I went from 0 - 11 clients in 1 year. One skill that helped me the most: Negotiation Most people think it's too complicated. Here are my 4 golden rules to help you negotiate like a pro: 🧵👇🏼 Rule #1: Know your worth Confidence is everything. Every choice in your life (good or bad) comes down to the level of confidence you have in yourself. If you're not confident, none of the tips below can help. To boost confidence: • Write down your wins • Compare yourself to yourself • Celebrate each goal reached Most importantly: Don't let the losses get you down. Rule #2: Be willing to walk If you want to truly get ahead in life, you have to become highly selective. Just b/c you got a job offer doesn't mean you should go and sign the deal. Keep the long game in your mind. Be willing to walk when you need to. I can personally say... Don't neglect: • Work-life balance • Who your manager will be • What your career path looks like After you get over the initial high of more money, these things will matter more to you in the long run. They always do. Rule #3: Leverage your situation Take the time to do your homework Do more research about your employer What are their: • Fears • Needs • Dreams • Frustrations If you can nail these down, you'll be more confident while countering their offer or asking for a higher amount Best way to do that? Strive to always be interviewing at multiple places. This helps prove you are of high value and shows you what companies expect in your role. Their goal is to minimize costs, Your goal is to maximize return. Rule #4: Factor in perks + benefits Money isn't everything. I found this out the hard way. I chose a higher salary instead of more stock options while working for the last startup I was at Consider what the other perks mean to you. They are on the table to negotiate as well. TL;DR 4 golden rule to negotiate like a pro: • Know your worth • Be willing to walk • Leverage your situation • Factor in perks + benefits What would you add?

My #1 tip in negotiation is to make the other person feel like they've won by giving the illusion of choice. I really can't believe how powerful this has been for me personally, professionally & for my sales team. BACKGROUND: I've noticed something over & over again in any negotiation - people feel good when they have control. No one likes to feel out of control or that their fate is not in their own hands. So when I go toe-to-toe with a colleague, a prospect or my mother I think about how I can make them feel like they're in control by letting them choose the outcome. Only the outcomes they're choosing between, are options I presented to them because I'm cool with any of the outcomes. EXAMPLE 1: Here's an example. Let's say I quote the prospect a $20k deal and they push back for $15k. I know I won't go below $17.5k so I say: --- Hey - I've taken this back to my team since I know a more affordable service is important for you given your budget. You're really crushing me on the negotiation so I know I need to meet you halfway. I'm excited to share a few different options we came up with and I need your help deciding which is the best one for you so you can feel really good about this deal: (1) $20k deal with the 13th month free (2) $18k deal where you do a case study with us (3) $17.5k deal but it's a two-year commitment --- Prospect now has the illusion of choice. And always expect a good negotiator to collapse your choices by asking for the cheapest one with no strings attached. I know they're going to counter with $17.5k, one-year deal which I expect and am ok with. EXAMPLE 2: Second example, attached, is me negotiating yesterday with a LinkedIn Social Selling coach I just signed with (I've never tried one but think I could use one). My highest willingness to pay was $10k cash for 3 months. Just like in the first example I gave 3 options for the illusion of choice. They countered, collapsing my options to $10k + the references. Smart move and a tad beyond what I wanted but I signed and we both walk away feeling good. I'm amusing myself writing this because this new coach will both hate & love this post ;) #negotiation #saas #tips

3 tactics that helped us work with top clients and scale OWLED. "Clients only care about affordability" - most freelancers believe this. I am saying this because when I started out I also used to think the same. However, I realized that turning prospects into clients isn't only dependent on pricing. So while building Owled we applied these tactics that you must also try: 1) Giving them performance-based guarantees.  ROI is the prime importance for everyone. If a client is investing an amount they need returns on it. We showcase the ROI-based case studies to our clients so they can trust us easily. 2) Explaining how instead of what. A person running a business surely knows what they need to do to grow their business. We don't educate them about why they need to go digital. Instead, we show them strategies that would help them build a digital presence and generate business via it. 3) Showing them the potential. Sometimes the prospects want to trust and experiment with the ideas. However, they are just concerned about the results. Our first non-negotiable is believing our own ideas and showing the bigger picture to the client. Basically, we sell and promote results instead of the idea. Financials do matter for businesses. But what also matters is the result and impact. Selling the right way can convince the prospect to take the risk and buy from you. Remember: You get paid a premium when you give premium results.

Some of the worst advice out there... not only can you smell it a mile away, but it actually sets you back more than in propels you forward. “Fake It Till You Make It." The mentality might seem harmless... or even empowering. but here’s the truth: it’s a strategy that holds you back in the long run. When we rely on posturing or “faking it,” we create temporary value... a shaky foundation that breeds uncertainty and self-doubt over time. This approach can chip away at genuine confidence, leaving you second-guessing your abilities rather than embracing your true strengths. If you’re “kind of” believing in what you can do, it will lead to “kind of” results. And let’s be honest: no one invests in that. Here’s a path that builds lasting impact and real credibility: 1. Embrace Where You Are Right Now. Actionable Step: List out the top 3 strengths you bring to the table today. Focus on where you already add value. Use this clarity as your guide when you’re in new or challenging situations. This way, you’re building on a solid, authentic foundation... not pretending to be somewhere you’re not. Starting with a clear view of your strengths gives you a confidence rooted in reality... and equips you to approach each opportunity with authenticity. 2. Get Clear on Your Unique Value. Actionable Step: Identify one specific problem you can solve that aligns with your skills and expertise. Write it down in one sentence (e.g., “I help teams bridge strategy and execution gaps to drive measurable results.”). Use this as a go-to when you’re speaking with potential clients or partners. This clarity around your value will set you apart, making it easier for others to see why they should work with you... not just anyone who fits the role. 3. Bridge Your Gaps Authentically. Actionable Step: Acknowledge a skill or area you’re actively developing. Take one concrete action toward growth each week... whether that’s: - reading - building relationships - mentoring Share this journey with trusted colleagues or clients... without underselling yourself... so they experience your commitment to excellence and your drive to evolve. Owning both your strengths and areas for growth builds long-term credibility and shows others that you’re committed to being the best version of yourself. It’s how true leaders inspire and foster trust. And trust accelerates EVERYTHING.

“What do you say when a client asks you to discount your fee?” I recently participated in a conversation where this thought-provoking question arose: As I listened to the responses, I noticed a common thread: if we're not careful, our instinct can lead us to accommodate requests for discounts—all the while risking the perception that we are a “discount brand.” While negotiations are a natural part of business, rather than immediately offering a discount, it's essential to pause and ask insightful questions to clarify the request. Here are some questions to consider: ❓ What exactly are you asking for—can you specify your needs? ❓ Can you clarify which services are your top priority, so I can assess if any modifications are feasible? ❓ If you don’t move forward with my offering, what would be your alternative? ❓ Have you considered breaking this project into stages to make it more manageable? ❓ What specific outcomes are you hoping to achieve, and how do you see my services facilitating that? ❓ How does our pricing compare with your expectations or budget? ❓ What value do you see in my services that would justify the current fee? ❓ Are there parts of the service that you feel could be adjusted to meet your budget? By asking these questions, we can better understand client needs while maintaining the integrity and value of our services. What strategies do you use when addressing fee negotiations? #BusinessStrategy #Value #ClientRelationships #Negotiation #ProfessionalDevelopment #Consulting #Entrepreneurship

When I was at Salesforce, I stopped trying to win every client. It felt risky at first—like I was walking away from money. Instead, my results skyrocketed. Why? Because the fastest way to kill your sales career is to take on the wrong clients. Most sellers think picking your clients is a luxury. It’s not. It’s survival. The wrong clients drain your time, burn your energy, and hurt your reputation. They churn faster. They complain more. And they’ll keep you from working with the clients who actually move the needle. When I made the shift from needy seller to selective seller, my close rate went up, my revenue grew, and my stress dropped. Here’s the 5-part filter I use to pick clients—and when to walk away. 1. ICP first, always. Your Ideal Customer Profile is not a suggestion—it’s your guardrail. If they’re outside your ICP, you’re in “maybe we can make it work” territory. And “maybe” clients almost always cost you more than they pay. 2. They have a problem you can solve (or a goal you can deliver). People buy for two reasons: to escape pain or to reach a goal. If their pain isn’t in your wheelhouse, or their goal isn’t aligned with what you do best—pass. 3. Your service is a fit. Not every client problem is your problem to solve. If you have to build a custom solution that’s totally outside your offer, you’re signing up for resentment and scope creep. 4. They’re good humans. Life’s too short to work with jerks. If they’re disrespectful during the sales process, it will only get worse after the contract is signed. 5. They’re engaged. If you’re chasing them for replies before they’re a client, you’ll be chasing them for payments after they are. The less you need a deal, the more attractive you become to the right clients. The more you cling to every opportunity, the more you repel the clients you actually want. It’s counterintuitive, but when you put your time, energy, and attention on the right people… You close bigger deals, faster, and with less drama. Remember: You don’t get paid for the number of clients you close. You get paid for the quality of clients you keep. Raise your standards. Pick your clients. Protect your time. Your pipeline will thank you.

I'm always looking to improve my client interactions and provide exceptional service. My personal experience has shown me that asking the right questions can make a huge difference in understanding my clients' needs and delivering the best solutions. Here are 7 key questions that can help foster better client communication: 1️⃣ How did you find me? This can offer valuable insights into your marketing strategies and help you focus on the most effective channels. 2️⃣ What are your specific use cases? Understanding how clients intend to use your products or services enables you to tailor your offerings to their unique needs. 3️⃣ What's your budget? Discussing budget early on ensures that both parties are aligned and allows you to propose suitable solutions that fit within their financial constraints. 4️⃣ What's your desired timeline? This helps you manage expectations, prioritize tasks, and deliver results within their expected deadlines. 5️⃣ Are there any metrics we should focus on? Knowing this helps you measure and track progress, provide data-driven insights and quantify the potential return on investment (ROI). 6️⃣ How can we quantify potential ROI or potential losses from delaying action? By evaluating the potential gains or losses resulting from not addressing the problem immediately, you can effectively communicate the urgency of your solution. 7️⃣ When should I follow up with you next? Establishing clear follow-up intervals ensures that you maintain consistent communication and address any further queries or concerns promptly. By actively listening to your clients' responses and adapting your approach accordingly, you'll be able to provide customized solutions that meet their needs effectively. Follow me for more sales & marketing tips. #clientcommunication #businesssuccess #buildingrelationships

The biggest mistake I made in business development? (And the one I see others make every week…) Asking for the business before I gave any value. ❌ I’d pitch. ❌ I’d present. ❌ I’d try to impress. But it rarely worked, and never felt right. What I finally learned was this: You don’t earn trust by selling. You earn it by giving, long before you ever make an ask. So, if you want to become the kind of advisor clients  seek out… ✅ Start with value.  ✅ Lead with generosity.  ✅ Then let trust do the rest. Here are 8 of my favorite ways to offer value before  asking for business: 1. Make a Strategic Introduction → Connect them to someone helpful. Your network  becomes part of your value. 2. Ask for Their Perspective → Curious questions create more respect than pitch  decks ever will. 3. Send a Thoughtful Surprise → A book, a note, a resource. Relevance shows you’re  paying attention and that matters. 4. Share Tailored Insights → Generic = forgettable. A timely idea, just for them, can  open big doors. 5. Invite Them to Something Exclusive → Roundtables or niche events. Scarcity adds value.  Inclusion builds connection. 6. Host a Problem-Solving Session → Brainstorm a real issue together. Let them experience  your thinking in action. 7. Offer a Mini-Diagnostic → Spot something they didn’t know was broken. It  reframes you from seller to solver. 8. Provide a Sample of Your Service → No pressure. Just a preview. Let them feel the value  before the ask. Here’s the shift: Don’t try to close a deal. Try to open a relationship. Give first.  Then give a little more. And I promise the results will take care of themselves. 👉 Which one will you try this week? ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. Want the full cheat sheet? Sign up here: https://lnkd.in/e3qRVJRf