Tips for Eliminating “Price Resistance”

A little over a month ago, my colleague from the Well-Fed Writers Yahoo!Group Lisa Taylor Huff pointed me toward a great article to help me in determining, and sticking with, a price for a unique client project. Of course I had to share it with you!

When you quote a writing job, ideally you want the client to get back to you with a Purchase Order in one hand and a thumbs up sign in the other.

But that doesn’t always happen.

Sometimes, when the client calls you back, or when you follow-up, she says, “Sorry, your price is too high.”

This puts you in a tough situation. You may have to negotiate, explain and haggle to get the job at a decent rate.

Now, there’s nothing wrong with negotiating. But it’s reactive. A better approach is to be proactive, and minimize or eliminate price resistance BEFORE you quote the job.

How do you do that? Read more…