How can you sell your services at high price? Tips from GetService freelancers.
Detailed instructions for those who understand that his/her services cost more, but goes on working for peanuts
The customer is ready to pay as much as you value yourself. If you want to get more, learn to influence the employer’s opinion. Let’s see how to learn to refuse from unprofitable orders, raise the cost of services, tell about yourself so that the client would be ready to pay the price you’ve announced. In other words – how to sell yourself at a higher price?
Tip 1: Forget about bad orders
Capricious customers are waste of time and effort. Estimate how many orders you could perform, if you hadn’t done with a fussy customer. To avoid such situation, set the limits. The work isn’t worth taking up, if you initially know that the difficulties will arise. Avoid customers who want to save money and are ready to sacrifice quality. Not to work at a loss and not to waste time, determine the principles and adhere to them.
– work schedule: from 9.00 to 18.00;
– I write not more than 10,000 characters/day to preserve performance and quality;
– I work with advance payment, no exceptions.
“I have pedagogical education, bring up a small child. I can work while the daughter is in the kindergarten. Getservice.es came to the rescue, here I periodically find a one-time side job as a baby-sitter in convenient hours.”
“Before, I worked about the city and in the region. I calculated that taking into account the cost of the trip and the time spent, it adds up almost zero. I determined the districts, where it is better to take up the orders, and work only there. Earnings increased. Regular customers appeared. Now I know how to sell my services at a high price.”
Before taking an order, discuss the task with the employer in detail. Sometimes the client doesn’t highlight the details considering them obvious. It results in misunderstanding, and the performer has to redo the work. To avoid a conflict, clarify such moments as:
– the task of the project;
– the target audience;
– the deadline and the possibility of its shifting;
– what the client wants to see.
If the employer is ambiguous, confused in his/her answers, nervous, it is necessary to think about cooperation with him/her. In future, you may have problems with understanding and you’ll have to spend a lot of time and effort to reworks. And the performer will be accused of incompetence, which will negatively affect the reputation.
“In IT sphere, customers often set a strict deadline, which increases the risks for the project. Some tasks require a cushion of time and attention. With limited time and a large amount of work, it is simply impossible to perform a check. It will result in deterioration of the work quality and may cause problems in the future.”
“Wording of the terms of reference tells a lot. If the items are written vaguely, and the time period is short, then be sure that you’ll have problems. Having spent a night to work, you’ll find out that the customer saw the article in a different way. You’ll have to redo it in a hurry, spend time, instead of taking up a new order.”
Tip 2: Justify the rates
Having heard the price for the service, the customer asks “Why so expensive?” You should get ready to such question in advance.
Prepare your arguments. If the employer starts decreasing the price, tell him/her about the experience, the specifics of the service and what the average rate is. It is important to speak confidently and be steadfast!
A good argument is a proof of competence. A specialist who can justify the rate, knows his value and cares about the services quality and the employer’s comfort rather than just wants to get the money.
– I spend money on trip, petrol, tools.
– I should pay to the team.
– With the car dealer this service costs twice more.
– Prices are rising, and I bring up a small child.
– I go to trainings, read books.
– We’ll take the entire washing machine to find the exact cause of failure.
– We work accurately without dismantling the kitchen furniture. We give guarantee.
To save the employer’s time, make a price-list. The customer will be able to estimate the budget, and may be interested in additional services. The price list will help you save your time to be spent for drawing up an estimate for employers.
If during work the difficulties arose that led to the increase in the price, you should inform the customer. For example, there are not enough bolts in the telephone, the battery in the laptop swelled up. It is important to notify the customer about the problems and possible consequences. Discuss new rates.
“Many repairmen make laptop diagnostics for 5-10 $. I take 20 $, because I dismantle the device to the last screw, and then assemble it anew. This is the most reliable and proven way to detect any faults and repair them at an early stage. My method of diagnostics helps to avoid serious faults and the purchase of expensive parts. Such explanation satisfies the clients, and they address for help.”
Carlos, laptop repairman
“Sometimes the customers take the price from the ceiling. They think that the service is simple and requires no skills. It is strange that they don’t do it themselves. And they ignore the cost of the plumbing fixtures. I indicate, for example, the cost of the faucet and the installation rate. Sometimes the customers refuse, but after a day or two call back and agree to the rate.”
Tip 3: Don’t be afraid to experiment
New customer – new opportunities. Communicating with a new potential client don’t be afraid to say the price higher than your usual rate. If he/she refuses – never mind. Acceptance will be a reason to review the price-list and increase the rates.
A pricing consultant and an author of the lecture “Understand your price, and then demand it”, Casey Brown, doubted for a long time whether it is possible to ask more money from the employer than the latter pays. To understand it you need to determine the value of the work, its uniqueness and benefit. Ask yourself the following questions:
– What requirements and what result does the client want to get?
– What unique skills of yours will help to improve the service quality?
– What do I do that others don’t do?
– How much will the client save, if he/she agrees to work with me?
Having answered these questions Casey understood that gets much less than should. She revised the fee, prepared a new contract, indicated the advantages and benefits from cooperation with her. The result was surprising: the clients signed a new contract and continued cooperation with Casey.
Tip 4: Learn to tell about yourself
Don’t get carried away and tell the biography. Listen to the client, understand, what he/she wants. Read the text of the vacancy, the terms of reference, determine the customer’s needs and describe the strengths and achievements in this area.
Don’t be shy! Feel free to talk about the experience, knowledge and skills. Make up a portfolio in a convenient format. If you have examples of works, provide them to the customer.
E.g., It is necessary to wash the floor in a flat. Children stained it with the glue. The husband is allergic to chemicals.
A bad variant.
Ready any time. Clean quick and cheap. Call, we’ll arrange it!
A good variant
I’ve been in professional cleaning for 10 years. I use odourless cleaning agents. Required tools are available. Please, indicate the floor covering and type of glue for me to select the correct cleaning agent.
Tip 5: Find a zest
You can stick in the employer’s memory not only for high-quality work. Think of a zest to show up! For example, use of organic cleaning agents, courier delivery, warranty for services, fines for pending tasks or failed deadline. Options are numerous! The main thing is not to overdo! If the employer wants to communicate via Skype or in the messenger, then think how to sell yourself at a high price at the interview.
“Spanish textbooks are expensive. I make copies for my students for every lesson. My rate is higher, but the students save on purchase of educating materials.”
“I provide guarantee to every client. If I haven’t managed to fix the appliance, I don’t call for payment. The money is not the only stimulus. Credit and good reputation are also important. If the client is satisfied, then he/she will address to me again and recommend me to his/her friends. I know how to sell my services at a high price.”
Luis, household appliances repairman
Be attentive to details. If you came to remove a blockage in the pipes and see a leaky faucet — fix it. The client will understand that you are an attentive performer and address again. Ask the customer if he/she liked the result. Don’t forget about him/her after the project delivery. Don’t be afraid to contact the customer in a couple of days and ask if the refrigerator is noisy, whether the guests liked the cake.
It’s easy to get for your work as much as you want! For this, take into account the following points:
– if the conditions are unacceptable, questions arise, and the client is evading, say “No”;
– learn to distribute effort and time;
– assess the benefit to the employer;
– don’t be afraid to surprise.