Getting Paid What You're Worth

Getting Paid What Getting Paid What You're Worth: Painless

Negotiation Skills

Mary Ellen Bates

BatesInfo.com

April 5, 2013

AIIP Conference

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@ b@mebs#AIIP13#AIIP13

Slide deck @ BatesInfo.com/extras

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“It all seems so simple when t all see s so s ple w e

you say it like that...”you say it like that...

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1. Position yourself as high . os t o you sel as g

valuevalue

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Chasing vs. attracting clients

If you chase them you have to If you chase them, you have to prove yourself.

If you attract them they come to If you attract them, they come to you pre-sold.

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What do you offer?

Saving time or money ≠ valueSaving time or money ≠ valueOffering "value" ≠ cheapg p

$$$Value = increase client's $$$, achieve client's goals, enable g ,action

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It's WE, not I

Are you an ally or an adversary?Are you an ally or an adversary?This is a partnershipp p

"I want to make sure you get what you want"want

Negotiation is not a zero-sum game

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How much are you worth?

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What’s your hourly rate?

“I like being free to work without “I like being free to work without counting the hours.”

Address the underlying question:Address the underlying question:How much will this cost?

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What do you charge?

“My projects run from $800 to $85K, and average between $2K $85K, and average between $2K and $10K”

I avoid product pricing avo d p oduct p c g

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2. Use proposals wisely. Use p oposals w sely

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What is a proposal?

What you send when someone What you send when someone wants to know your prices?

Proposals are not marketingProposals describe how you will Proposals describe how you will

solve a specific problem

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We’re thinking of getting some CI k d t i t C ld work done at some point. Could

you send me a proposal?

Wh t’ it lik ki ith ?What’s it like working with you?

Not the time for a proposal

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What’s it like working with you?

Can you lead the conversation?Can you lead the conversation?Are you pleasant to deal with?y pAre you on my side?

“Here’s how it usually works”Here s how it usually works

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What is a proposal?

What you already know is the best What you already know is the best answer to your client’s problems

At the end of conversation not to At the end of conversation, not to start one

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Proposals cinch the sale

“As we discussed ”“As we discussed, ...”

Talk about results and value, not processprocess

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No deli pricingNo deli-pricingPhase 1, 2, 3 instead, ,

Sample at BatesInfo.com/extras

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WHEN to talk about budget

During client interviewDuring client interviewBroad range only

You have to bring it upD ’t i b th hDon’t give a number on the phone

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HOW to talk about budget

EmailEmailYou cannot negotiate in email*

O th h R ll E tiOn the phone. Really. Every time.

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HOW to talk about budget

In phone conversation learn:In phone conversation, learn:What the client wants

What the client will do with it

How much is at riskHow much is at risk

How important is this

What else you can offer

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How to find out the budget

“Can you tell me what your budget “Can you tell me what your budget is?”

“What’s your budget for this?”“Roughly how much do you want to “Roughly how much do you want to

throw at this?”“Do you have in mind more like $5K

or $75K?”or $75K?BatesInfo.com 22

How to find out the budget

{Is this a toaster or an elephant?}{Is this a toaster or an elephant?}

If they can’t tell you a range, they don’t understand the projectdon’t understand the project

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3. "No" means "Give me a 3. No ea s G ve e a

reason to say yes"reason to say yes

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When the budget sounds too high

You backtrackYou backtrackYou decide you could really do it y y

for half that priceYou ask for the objectionsYou ask for the objectionsHow can you add more value to y

your proposal?

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When the budget sounds too high

Most people’s response is to cutMost people’s response is to cutHow can you EARN that amount?yHow can you offer double the value

(not double the work)?(not double the work)?

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Be willing to walk away

Know what your bottom line isKnow what your bottom line isNever invest more than you can y

leave on the tableFocus on valueFocus on value

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Never blow off a client

They may not have the budget now They may not have the budget now but...They may change departments

They may change employersThey may change employers

They may get more budget later for th j banother job

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It's business, not personal

You are your own best advocateYou are your own best advocate

You still get referrals from clients who say nowho say no.

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Reach me at

+1 303 772 7095mbates@BatesInfo.comB t I f / hi gBatesInfo.com/coachingTwitter: @mebs@Watch my podcasts at

BatesInfo com/meb123BatesInfo.com/meb123

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