10 Phrases Every Freelancer Should Kick-Out of Their Vocabulary
1. “I can do it for cheaper” — If you could do it for cheaper, why did you quote me a higher price in the first place? You may think that this is what a client wants, but it can really undermine your professional standing in their eyes. Don’t drop your prices if you are confident in your abilities. It will backfire.
2. “I am not the best…” — You may not be the best, but this isn’t exactly awe-inspiring for a client to hear, is it? I see lots of very successful independent professionals play down their strengths — sometimes to the point where the client looses confidence in them. If you have a hard time talking about yourself, check out the book Brag! The Art of Tooting Your Own Horn, Without Blowing It by Peggy Klaus.
3. “Umm…uh..” — Okay, it’s not exactly a phrase, but umms and uhs can really kill a conversation. One of my MBA professors would never let us finish a sentence if we used sound fillers. It was agonizing at first, but really paid off by the end of the semester. If you feel speech is really a problem for you, get some coaching. Most universities with communication programs have PhD students who work with the general public for a great price.
4. “This is a side-gig” — And it may be a side gig, but don’t share unless you plan on keeping it a side gig forever. If your plan is to eventually create your freelancing empire, leave out this detail.
5. “I work in my pajamas” – This sounds like it should make the client envious, but it doesn’t always work that way. Some clients don’t want such details and others may connect pajamas with unprofessional ism. Best to just leave this one out.
6. “I have no idea” — There will be many times when you have “no idea.” This phrase isn’t necessarily bad, as long as it doesn’t stop there. “I have no idea… but I can find out” is the right phrase. Long before I had my own company which also offers web designing, I spoke to a freelance web designer. I asked him what the main difference was between Ruby on Rails and some other program. He said, “I have no idea.” As much as I appreciated his honesty, I would have really appreciated it if he could have asked around for me. After all, this was his territory.
7. “My prices are flexible” This ties in with number one. Why are your prices flexible? If it’s because you offer various packages, this phrase works just fine. If they’re flexible depending on how far the client can push you, please remove this phrase from your vocabulary.
8. “F***, D***, S***”- Some freelancers tend to be the creative types who don’t like to censor their language for anyone. And some clients don’t care. However, I know that a majority do care. If you wouldn’t use a word in front of your grandma, don’t use it in front of your client.
9. “What did you say? I missed that” – Develop your listening skills. Clients (and people in general it seems) hate to repeat themselves. Listen carefully the first time and keep multi-tasking to a minimum when talking with a client.
10. “I partied way too hard last night”- …and now I am going to start work on your thousand dollar project. I don’t think so. Keep your personal life personal. Unless the client is a dear friend who knows your capabilities, I wouldn’t risk uttering statements such as this.
I kicked the “I can do it for cheaper” from my dictionary ages ago
I bid for the price that suits me… I wont do it for cheaper!!!
I agree with the author. These phrases should definitely be deleted from a freelancer’s vocabulary in order to succeed in this industry.
Definitely stop “bidding cheaper”. It does nothing but hurt the industry. If you don’t believe me, look at DP or Sitepoint for design prices. People want website design + coding for $50.00!
Great article.
I agree that the “i can do it for cheaper” phrase has to go.
Since I got rid of that phrase, business has picked up nicely.
Great list- some are a little obvious, but definitely worth spelling out. Thanks!
Regarding number one, if I feel that I have quoted a client above their means or budget I might offer some options on possible ways to cut back the scope of the initial project in order to offer a lower price. Then once the project is done, I can try to get them to sign on for the rest of the project, assuming they are happy. Any thoughts on this tactic?
Regarding number nine, I happen to be hearing impaired, so asking clients to repeat themselves ends up happening a lot. I know that the best thing to do is state this up front and make sure they know my situation, but it has taken me a while to get up the confidence to take that step. I’m much better with it now, but there are still times where I balk at calling attention to the problem.
All good points.
#10 – Here’s kind of a funny story:
I was working on a project for a long time client that I have a great rapport with. The project was going great until I got to the point of having to convert some html templates over to a very restrictive e-commerce system. I was vocal about my frustrations with the system to my client, but let him know I’d make it work. I think this was around Halloween, one of those holidays that always seems to fall in the middle of the week, but you get hammered anyway.
I woke up the next morning with the worst hangover, not sick, but moving very slow. I sat down at the computer and slowly hacked the system into submission. I told my client about how the hangover slowed me down and got me through it.
His response – ‘I’m sending you alcohol.’
Cheers!
Great article.
Another great tip: Learn the difference between “lose” and “loose”.
I agree with all of these. Sure, most of them are obvious, but crazily enough they have been used by many freelancers out there.
I agree on these in general and on number 1 and 7 in particular. When it comes down to discussing budget, your price is your price. State it and then shut up. You might occasionally get someone who complains that it is too much. My sales coach recommended that you either shrug or smile and ask nicely “Why do you think I charge that much?” Whatever reason they come up with — higher quality, more reliable, etc — tell them that they are right. That way you aren’t defending your price. They are.
I’m guilty of “My prices are flexible”. I’m really going to take this seriously and think about why I say this and how to fix it. Basically I need to be more confident!
Nice post. There is definitely a fine line between being flexible and providing good service, and being too amenable to the client’s wishes. Thanks!
“I can do it cheaper” leads to a nasty cycle. Do it cheaper, then you’re still hurting for $$, so you “Do it cheaper” again. Get some good projects at real life prices, and things can turn around quickly, so you’re naot always scavenging for the next cheap project.
#2 – use this all the time… when it’s something I don’t want to do. As in “I’m definitely not the best at managing PC infrastructure.” (please please please don’t make me do it!)
So you guys like number 1 eh? = )
My favorite is #5. I do often work in a bathrobe at home, but also in dress shirt and tie when at the office. Clients only know about the few times they see me in business attire.
Thanks for the tips Shama. It looks like each of these are really about maintaining a professional image with your clients.
I’m trying to work on #2
Travis-
It gets easier if you ask someone to point it out when you do that. It can get annoying…but it helps! = )
“2. “I am not the best…” — You may not be the best, but this isn’t exactly awe-inspiring for a client to hear, is it? I see lots of very successful independent professionals play down their strengths — sometimes to the point where the client looses confidence in them.”
I lost confidence in this article after that statement.
If you’re writing content for everyone to read, please learn the difference between 1. loose and lose, 2. you’re and your, 3. they’re and their.
Thanks.
Shama…
I’m wondering about saying “I’m the best there is in 200 km”…Too much?
Each time I read these types of lists, I have to go in and clean up shop on my own site which gets a little better every day thanks to you kind folks. Though some things may be obvious to some people, other people (like me), appreciate the great advice.
Per #8, although it is great advice, I have to admit my favorite writers and friends all have potty mouths — but that’s a different niche of writing.
Thanks!
This is great. I”m going to print it out and stick it where I can see it all the time.
I can’t imagine anyone out there who takes freelancing seriously ever saying any of these. For me, it’s a bit of a nothing post, these are blatantly obvious, aren’t they??
7. “My prices are flexible”
I learned very quickly to avoid this one. By putting a flexible price tag on your work, it tells the client there’s no inherent value to your work. Not only does it put you in a bad position with the client, it sets a bad standard for any future references/leads you may get from working with them.
Even if you’re cutting them a lower deal – which I do believe is warranted if you’re just starting out and need to fill hours early on – you need to be firm about the price from the start; a ‘discount rate’ doesn’t mean ‘pay me what you like’.
Cheers
Two more. If we get rejected on our prices, don’t bother to say these: “uh.. I’d give it to you at a lower price!” or “how much is your budget”.
Walk away and bow out gracefully if the prices don’t match.
“I would do it for cheaper”. You may think giving this ‘initial promo discount’ when trying to get that great project would increase your chances of doing it. I realized most that clients think and behave the opposite way: they undervalue a professional who is undervaluing his/her abilities, products, and services. Cheap products comes with cheap quality, unless your client wants that cheaper quality for his own.
I simply state my hourly rate and the amount of hours I think it’ll take to complete the project. I also generally itemize my estimates so the client knows up front what I’m charging for. There have been a couple times where I’ve had to adjust the specs on a project to bring the cost within their budget but they knew I was cutting parts out of the project and not my rate. 9 times out of 10 though, the client comes up with the full estimate cost.
I believe you can re-work some of the project specs but never your hourly rate. If a potential client has a problem with my rate, they don’t understand basic business, overhead and profit. If I estimate a project and the first thing discussed is price, I typically walk away. Don’t get me wrong, price is an important factor but shouldn’t the first item of discussion. Much like talking design during a fact-finding meeting.
I haven’t been successful freelancing very long, but I’m guilty of #2 and #7. I recently stopped myself from saying #2a.-Which is “Well, I’m not a real photographer, I just do it on the side.” Having the confidence to stick by your prices and abilities is important.
Thanks to Josh, The Daniel Richard, and Chris for your posts
I like the list, but proof reading may be in order. One piece of advice I always give to professionals is to always check their work. Spelling and grammar errors are often a glaring sign to a potential client that you are sloppy or don’t pay attention to detail.
Shama, this article ROCKS!
Great, true, funny tips : ))
Great article Shama!
Seems like i’m on the right track
MB
So many new entrepreneurs think that price is the main point in making a sale. As the author stated, it is not and shouldn’t be. The freelancer should provide a solution fitting the situation, and in the end the customer needs to feel satisfied that their needs were met. Price should only be an added benefit, not the driving point in the sales presentation.
Wonderful advices… Thanks a million!
I used to always use the phrase “my prices are negotiable”. I really killed any potential business and got a lot of slack for it. Then I started using the phrase “my services are scalable” and I stopped getting talked down to prices I couldn’t afford to charge. This way, I could let my client know that they have options but still keep a firm price for the different services they would be getting.
Oh and have confidence in your work. Nobody wants to give their hard earned money to somebody who can’t stand by their end product.
RE: #1. The old price point question just never gets old. I had to deal with this just last Friday when a potential client thought my price was too high. It was a job I really wanted, because it would mean on-going work. After reading these posts, I believe I dealt with it wrong. I said, “I will do the first one at your price and see how it goes from there.” I thought that if I felt I was being robbed, I could drop it. But the flip side of this is I’ve now “trained” the client to pay me a certain price. Why would he increase the pay if he doesn’t have to? Stupid. Stupid.
If I don’t get it – I know there’s something else out there. Even Friday afternoon at 4:30, I should be reminding myself of that fact.
I think Bryan’s solution is a good one – “my services are scalable.” I’m going to try that next time.
Great tips. Certainly agree with not having flexible pricing. This only opens you up to being exploited
In the same area as #2, we have a “no negatives” rule in our writing group because we have a few people who LOVE to say, “It’s not very good but…” In order for other people to believe what you write is good and worthy of reading, a writer must believe it’s good and worthy of reading. Don’t fish for compliments with this phrase, and I say leave it at home all together. To be a writer, you have to believe you’re a writer.
Thanks for the great post!
Definitely agree on #8 lol Can’t say it in front of your grandma, DEFINITELY DO NOT say it in front of your client.
#1 is a great tip also.
On #9, my current client has a thick Spanish accent and we have never met in person. I’m always asking him to repeat himself. I try to have a 50/50 mix of phone and email conversations to help with this problem.
Simply awesome post!
Hilarious and Oh So True!
Some of these are great. I usually look at these types of posts to read the comments, and its no surprise that all the freelancers are in favor of the price points. Of course you are. If the industry perked up to $150 an hour standard, then we’d all be happy clams. I could give a fuck about swearing, as long as I’m not calling clients “dumbshit” – if that were the case, that’s a relationship issue that needs to be addressed.
Honesty is policy, “I’m not the best…” is a good point of this. I’ve told people this & it’s saved me trouble and a half when it comes to limitations of my skills; yea, there are very few limitations, but still – they exist, and my clients need to understand those because I’m a “God” to them for everything else I do – it’s the technologist is savior complex – we can’t fix everything, but we can try to help to the best of our abilities. Which is relative to … I forgot what #, but I’m too lazy to scroll back up. Ciao!
I have lost potential clients using every one of these phrases. It’s harder to sell website than it is to design them ha Thanks for the info i will put it to good use.
Damien