Why should freelancers choose Toptal

Negotiating as a self-employed person - the small 1x1 of price negotiations

6. Work with body language.

Silence is a way of expressing reluctance to accept an offer. Another or additional possibility is the targeted use of defensive gestures or facial expressions. A dissatisfied frown or a negative shake of the head can already lead to the customer withdrawing his offer of his own accord.

7. Offer your customer additional services.

It's not always just about the price, but also about the service that the customer receives for it. If you do not want to (or cannot) continue to provide financial support, offer an additional service. For example a free correction loop. Or - in the case of a product sale - an addition to the goods.

8. Make only small concessions.

Imagine that you are sitting on the other side of the negotiating table. Say: You are the customer. That will also happen in your life as a freelancer or self-employed person. For example, when you get an offer for a software tool or work with someone else. In such situations it can be worthwhile to only accept small price steps. This signals to your counterpart: "Hey, I've reached my price limit."

9. Don't fall for a bluff.

It can happen that the negotiating partner got a better offer than what you made - at least that is what he claims. In this situation, of course, you cannot be sure whether your customer really has a better offer or is just bluffing. Then argue with comparative prices on the market. If the offer the customer tells you about is far from these prices, he is bluffing or he has received an offer from an unprofessional service provider or for defective goods.

10. Use the salami tactic for yourself.

Slice by slice - or better: piece by piece to the goal. This is the salami tactic. Towards the end of a negotiation conversation, both parties take the opportunity to receive small additions. A good starting position. After all, they have already reached an agreement and do not want the deal to fall through because of 'trivialities'. So feel free to offer your customers free gifts if you don't want to / can't go any further with the price. And should you be the customer, take the opportunity to secure a little something extra.

11. Make concessions for long-term bookings.

A situation that will happen to you more often as a freelancer: A customer wants to book you for an on-site job for several weeks. Great thing. After all, that means a steady income for this period of time. In such cases, however, you should adjust your fee. Your hourly rate is most likely way too high if the customer books you for three months and full-time. For such cases, you should calculate weekly and monthly rates that you can live with and that save your customer a little compared to the hourly rate.