Fee negotiations are difficult for most freelancers! For about 15 years, I have been working frequently with lawyers. Most of the time, they are labor court judges and specialist lawyers in labor law. Lately, I have been giving talks and seminars to lawyers of all specialties. "What do they have to do with psychological negotiation skills, people skills, or leadership tasks?" some might wonder. Well, if not lawyers, then who needs a lot of those skills mentioned? They not only negotiate with the opposing party or the judge, but they also have employees. Some even have a lot of them. And people skills - well, you surely know my opinion - everyone needs those... The recent seminars and talks have been focused on fee negotiations with clients. Exciting, right? There are real negotiation experts who are exceptionally creative in arguing during negotiations, very eloquent, and display intelligent rhetoric. And yet, some have incredible difficulties explaining to the client how high their fee is. Many clients react with anger or rejection when they hear the amount. Those who are not covered by legal expenses insurance must pay out of their own pocket. Many do not like to have this conversation - if they do not know how. The Problem: Whether lawyers, tax advisors, doctors, etc., most freelancers find it difficult to state their own fee. There is obviously a direct connection between self-marketing and one's own self-esteem. Some can step in for others and fight like a lion. But when it comes to their own needs... The topic of money and one's own fee is a touchy subject for many. An example: The fee regulation for lawyers has only been increased 7 times since 1958. It is understandable that under this aspect, an independent specialist lawyer in labor law feels underpaid, considering that all around him, collective agreements are increased annually. Legal disputes are about much more than law/justice/money. It is more about feelings. And it is precisely these feelings that come into play when you talk to clients about your fee. You have acquired a high level of expertise in your studies. However, you have not been trained on how to conduct sales conversations with clients. The reluctance to sell oneself and inform about one's demands does not seem to stop at titles. The Solution: What feelings arise in you when you prepare for such conversations, during the conversation, or when the client reacts differently than expected? Negative ones? You can change that! I used to conduct communication seminars for tax advisors with a friend and tax advisor, where we developed solutions for this very problem. Answer the following questions. (preferably in writing!)
- What exactly does the client want for a service?
- How does he want to feel when he comes to you as a lawyer or tax advisor?
- What does he know about your compensation system?
- What might he think or believe about the financial situation of your professional group?
The preceding questions and answers make clear in what situation your client is in. By keeping these questions in mind, you will automatically approach initial conversations differently. In my short seminar, we clarify how to responsibly address your fee with customers. We develop a meaningful introduction for the conversation and create a trusting atmosphere to talk about money. Conclusion: Your clients/patients are in a difficult situation of need. Most of the time, they come to you seeking help. Create clarity and planning security with this small checklist. You will gain more self-assurance, be stronger in your statement, and create the closeness needed for your clients to feel well taken care of by you.
