Finding a potential client and getting them interested in what you can offer is great, but you still need to work out the compensation details before you can start working together. If the client has checked out your resume and/or samples and is interested in hiring you, they have already made a decision to hire you, albeit a conditional one. At this point, the client feels that you can provide them with the services they want but they want to know whether you can do so at a price they are willing to pay.
If you quote a fee for your writing but the client balks at it, you may be tempted to just walk away or even tell the person that those are your rates and if they don’t like them, they are free to go elsewhere. I wouldn’t recommend the second approach. Not only is it complete turn-off, but it is just plain disrespectful.
What you want to do instead is keep the client engaged in the conversation. If the client cites budgetary restrictions as a reason why they can’t go forward, ask what their budget is for the project. Tell them how many pages or hours you can provide for the amount they are prepared to spend.
The client may complain that you have higher pricing than other freelancers. If that’s the case, tell them why you charge the rates that you do. Other freelancers may not have the same level of education or experience as you do, and you set your fees based on your credentials.
You can also explain to the potential client what else you bring to the table. In hiring you, the client gets someone who listens to their needs and does whatever they can to exceed their expectations. You are passionate with an eye for detail, and you will give the client the personal attention they deserve. Tell the client about the value they are getting, and you have a better chance of being hired.
How do you deal with price objections from potential clients?