You have a new potential client and you're nervous you might price wrong and lose the deal.

Not to worry!

A simple solution that I came up with early in my copywriting career is to give your new client options.

How do you do this?

Easy. You offer two Fee Agreements, one with all the bells and whistles (and a higher fee), and one that's bare bones (and a lower fee).

Clients LOVE this and appreciate that you're sensitive to their budgetary limitations.

And believe it or not, more often than not, the client goes with "all the bells and whistles."

This is a powerful way to get around pricing dilemmas and take stress out of starting a new relationship on the right foot.

So what would this tactic look like in reality?

Here's an actual example of a job that I helped one of my coaching students with. The job was for a software industry lead-gen direct mail campaign:

BELLS & WHISTLES

3 concepts @ $300 each (for outer envelope) = $900
2 versions for A/B split test = $300
2-page sales letter = $2,000
Small brochure = $750
Demo CD sleeve copy = $175
Creative Brief $750

Total: $4,875

BARE BONES

1 concept @ $300 (for outer envelope) = $300
2 versions for A/B split test = $300
2-page sales letter = $2,000
Small brochure = $750
Demo CD sleeve copy = $175

Total: $3,525

Difference: $1,350

See how simple that is, and how significant the difference? This tactic has worked wonders for me for many years and I have seen it bring my students new clients many times.

One note of explanation: Most of the time clients will provide the Creative Brief — the document you work from as a copywriter (this is more commonly found in the B2B world than the B2C).

However sometimes the client is overwhelmed and will happily pay the copywriter to build the Creative Brief.

In this case we could tell the client did not have the time to do this work and I suggested to my student that she offer to do the work. The client agreed.

In the end, this client went with the "bells and whistles," and my student gained a wonderful new client!

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Chris Marlow
The Original Copywriters Coach™Since 2003
Achieving goals with trusted advice™