How to Charge More and Get Paid What You are Worth!
Here’s What You Need to Know To Get Paid The Big Bucks
Please, whatever you do, don’t let anyone treat you like a commodity.
As a copywriter, you bring something unique to the table.
The reason is simple.
- No one writes like you.
- Not me.
- Not your neighbor.
- Not the other 100 guys trying to sell the same client.
If you let a potential client treat you like a commodity, you will never rise above the ranks of the also-rans.
So if someone is simply looking for “a copywriter,” let them hire the other guy because you are not just another copywriter. You bring something special to every project you work on that nobody else can.
That brings me to what I want to talk to you about today: getting paid what you’re worth.
The fact is, many copywriters undercharge and undervalue their skills and expertise.
It’s a big mistake they learned breaking into this business and struggling to get their first job. I did the same thing.
When I first started out, I saw copywriters who charged $10,000, $15,000, and even as much as $25,000.
I thought, stupidly, that if I charged only $1500 I could steal their clients away from them.
But those high-end clients would never hire me because my price was too low. It showed that I was not even in the game with the big boys.
That lesson taught me that I was much more than a guy selling words on a page. I was selling results, the ability to take someone’s message and communicate it in a way that gets readers to put their money in an envelope and mail it to ME.
I was selling my personal power of persuasion, something nobody else could deliver. That’s what you have to think about when you are pricing your services.
Again, you’re not just selling words on a page, you are selling your value, your experience, and your ability to move readers from a blank page to buying what your clients are selling.
You are solving their problems and helping them to achieve their financial goals. That could be worth millions of dollars to the right clients. This is why my No.1 client paid me an annual retainer of $250,000 a year plus royalties on top of that.
How I Use Verbal Judo to Negotiate Higher Copywriting Prices
As you’ll see, it’s a lot like taking candy from a baby.
Let me explain.
The fact is, virtually every interaction with clients comes in the form of a dialogue. They say this, I say that.
If you don’t have an answer to “you charge too much,” “we never pay anyone that,” “we need it by that day,” or “we never pay anyone royalties,” you’re stuck.
You’ll fold like a house of cards and NEVER get paid what you’re worth.
You need to be able to answer/counter those questions like a Judo master takes someone else’s energy to slam them down on the mat!
The only difference is that you don’t want to bury them; you want them to feel good about your value price and that they got what they’re paying for.
This is why I use Verbal Judo to ensure that the conversation is squarely focused on what they are saying and how I am responding.
By asking questions like “Can you tell me more about why you feel that way?” or “What would be your ideal outcome in this situation?” I can better understand their needs and position myself to offer a solution that meets their needs and mine, all while making sure this ends up with me getting the price I want!
With the right words and sentences, you will not only be able to answer their objections but direct the conversation in your direction, towards your value that makes them think they are getting “a steal of a deal” even at your high price.
For these reasons, that’s why I want you to think about the results you’ve delivered for past clients. I want you to think about the unique skills and perspectives you bring to the table that nobody else has, and how to communicate that value to your potential clients.
Remember, you are not just a copywriter. You are a problem solver, a strategist, and a creative thinker. And that is something that is truly priceless.
So, stop undervaluing yourself. Stop undercharging for your services. Know your worth and charge accordingly. Don’t work with people who are just looking for “a copywriter.”
Work with people who want to work with you. And charge what you’re worth. You deserve it.
I’m calling it “Get the Money” featuring my personal Black Belt Copywriting Negotiation Framework.”
Working one-on-one together, I’ll share with you my time-proven negotiation techniques you can use to counter the five biggest objections you’ll face when you are trying to secure new business, including:
- “You charge too much.”
- “I need to think about it.”
- “I don’t have the budget for it.”
- “I don’t think it will work for me.”
- “I’m happy with my current writers.”
- “We don’t pay anyone royalties.”
You’ll learn the very same phrases and responses I used to go from charging $500 for a two-page letter to $25,000 for a direct mail package plus royalties that paid me an average of $250,000 a year for 30 years, $400,000 for 20 years, and $500,000 for 10 years, with my best year coming in at $700,000.
Because my coaching is individually tailored for you…
We’ll discuss each situation separately and then develop the simple phrases you can use to not only answer these objections but also help you secure more work at the prices you want to charge.