The killer question - "How can we make this happen?"

When you're stuck in a negotiation, sometimes the way to move forward is to ask how.

When you ask this question, they'll often tell you exactly what they need to close the deal. From there, you can negotiate the terms that work best for everyone.

It's their idea but on your terms.

THE REFRAME:

You're stuck on the price. You quote for $10K, but they're set on $6K and can't justify investing so much into the project. What do you do? Try approaching the negotiation from a different angle so the client can clearly see the results of your work.

The benefits could be saving time and money, social growth, more revenue, or just making their life easier.

Example 1: If our project helped you reach all your revenue goals we outlined on our last call, would you be willing to invest in this?

Example 2: I understand $10K is an investment into this project. We're already invested as well. With us, you don't just get a filmmaker but a creative team of 3 experts with 5 years of experience. We've already scripted 2 concepts for your videos and are ready to send them over when we get the green light. You won't have to wait another week going back and forth to find another filmmaker. We're experienced in your industry, love your mission, and want to build a long-term relationship where we can help you grow for the next 6-12 months and beyond. Does this sound good to you?

With a reframe, you can reassure them you're the right partner for the job and help them see the benefits of working together.

COMPROMISE & COUNTER

If you're negotiating with a client and can't seem to get them to your full price, offering a quick "comprise and counter" should get you over the line.

Example 1: We typically don't do this for new clients, but I spoke to the team, and we can offer a 15% discount on this first project if we agree to sign the agreement today and 50% upfront for production costs. Does this work for you?

‍Example 2: It's been great getting to know the brand, and I want to help you launch a massive product! We discussed 1x 60 sec video for $10K, but your budget is $6K. What if we also offered an additional 1x 30 sec and 2x 15 sec edits to use on more platforms? That way, we'll have three more pieces of content to test which performs the best. Would that work for the $10K investment?

You made a compromise and received some favourable terms in exchange. This is why we say leave room for negotiation in your rates.

If you have to compromise on your price and offer a 20% discount, ideally, you'd still receive close to your full rate, and the client feels like they received a deal.

It's a win/win!

LABELLING:

Labelling is a way of validating someone's emotion by acknowledging it. By giving someone's emotion a name, you show that you identify with how they feel.

If you sense a prospect is hesitant to move forward with a project, bring their feelings into the open.

Give them a chance to share what they're feeling so you can handle their objections.

To do this, try beginning your sentence off with:

• It sounds like…
• It feels like…
• It seems like…

Then, label the emotion or reason why they're hesitant.

Example 1: It feels like you're hesitant to move forward with the project today?

Example 2: It seems like the budget is holding you back?

Labelling also works to get people to commit to being a certain type of person.

Example 1: It sounds like you're a brand that values long-term partnerships

Example 2: It sounds like your #1 goal right now is to grow on social media.

If you label a client who prioritizes long-term partnerships, you can make the case for a long-term deal and how you’re a partner in their business.

If you’re reading this post, I know you're an action taker and will start testing these techniques on your next call.

BONUS: WHEN TO SAY NO

Walking away from a deal can be empowering. It shows that you understand your value and time and will prioritize working with good clients.

Not everyone will be a good fit to work with, and that's okay! If you can't get the budget you need or get the feeling the client will be demanding and uncomfortable to work with, walk away from the deal.

It frees up your time for better opportunities.

Clients will respect you for it and sometimes come back with more budget to work with you.

Whew! I know that's a lot of information, and it's easy to be overwhelmed and think, "How can I remember all of this?" The truth is, you don't have to.

Pick 1 or 2 techniques and start there. Test them on your friends and family, and notice the difference in how they open up to you.

You can also write these techniques down and keep them handy next to your laptop when you're on a call or emailing a client.

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