1.

Realise that your client has

the problem, not you. They need
16. Aim to work for rich people – your skills. And they’ve come to
they have more money to spend you for help.
on you.

2. They probably spend more on

15. Ask who has final approval instant coffee in a year than
over your work. If it’s a board you’re about to quote.
member add on 25%. You will
earn it.
3. If they say no, you won’t
actually die.
14. If asked to reduce your
quote, ask what they’d like to
cut from the project.
4. Nor will they come round to
your house and shout at you.

13. Practise asking for twice

your normal fee in the mirror
5. If they say no, they really
until you can do it without 16 rules for being paid
mean, why?
blinking, blushing, stammering what you're really worth,
or sounding apologetic. instead of what doesn't
feel scary
6. If you are asked to justify
your fee, look them in the eye
12. There is no “going rate”.
and say, “It’s for you to justify
Just a price many underpaid
the investment, not me”.
freelancers have collectively
fallen into by accident.

7. You are an expert. That’s why

they have asked you for help.
11. Nobody knows how much
Experts aren’t cheap.
you’re worth until you tell them.

8. Remember, charging by the

10. They are going to put an
hour puts you in the same game
extra few tens of thousands,
as shelf-stackers.
MINIMUM, onto their bottom line
thanks to your expertise.

9. Plumbers charge more than you.

at6IQW1V_16-rules-for-being-paid-what-you-re-really-worth-instead-of-what-doesn.mmap - 16/01/2013 - Mindjet