Oh, that’s too expensive for design…

Hey, it’s Jesper!

How do you feel about negotiating?

Ok, there you are — finished the presentation of a proposal, or perhaps it’s an interview.

The point is: it’s feedback time from the client, and the response is: “oh, that’s too expensive…! How low can you go?”

The pit in your stomach grows bigger — you feel an increasing need to defend yourself — but it’s mighty hard to think straight…

You wanna firmly say: that’s my price, take it or leave it. But, instead, out of your mouth comes a whimper: “well…, what do you think is a fair price?”

No, no, no, no!

I think we all agree that we could do better than that. And most of us have been there…more times than we care to admit.

To fix it, you need a time machine and go back in time to work on a better strategy.

First, you shouldn’t even have to be in this type of negotiation — where the client has the upper hand.

You see, with different positioning, you can completely flip the script — and put yourself in the power position.

While there’s more you should do…for now, I’ll speak of two things.

Nr. 1 Anticipate and prepare 

  • Winging the questions as you get them is brave at best, but really a fool’s tactic.
  • How often do you think clearly under stress? Not too often, right?
  • What if you used proven sales strategies instead? Anticipate the questions ahead of time and craft pre-canned answers. Then you’ll have a script to fall back on even if you’re nervous. It just might put the client back on their heels.

Nr. 2 The comparison game

  • Are you currently making this mistake? You present yourself as something common, for example: “designer.” 
  • That’s almost like adding a tag to yourself that says: “ON SALE.”
  • Why? 
  • Because by labeling yourself, you just announced that there are thousands of cost-effective alternatives — designers — out there. Some are willing to work for pennies on the dollar! 
  • There are ways to completely bypass this, but as a start — focus on the outcome goal you’ll generate for the client rather than putting yourself in a box. 

Whatever you do, don’t join the race for the bottom.

To your success…

Jesper

Share this article with a friend

Share on facebook
Share on Facebook
Share on twitter
Share on Twitter
Share on linkedin
Share on LinkedIn
Share on pinterest
Share on Pinterest
Jesper Sandell

Jesper Sandell

Hi there, I run Velocitypeak.

Trying to be "better" doesn't work. Instead...

Learn how to show and talk about your work in a new way that makes you stand out instead of blending in.


Say goodbye to anonymity and start attracting attention as a creative professional


All emails include an unsubscribe link. You may opt-out at any time. See our privacy policy.

Thank you

I’ll let you know when there’s an opening.
Jesper