Fee - Fee negotiations are difficult for most freelancers! For about 15 years, I have been working frequently with lawyers. Most of the time, it is labor court judges and specialized labor law attorneys. Lately, I have been giving presentations and seminars to lawyers of all specialties. "What do they have to do with psychological negotiation skills, understanding people, or leadership tasks?", some may 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 understanding people - well, you surely know my opinion - everyone needs that... The recent seminars and presentations have focused on fee negotiations with clients. Exciting, isn't it? There are real negotiation experts who are exceptionally creative in arguing during negotiations, very articulate, and demonstrate 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 have to pay from 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 have a hard time stating their own fee. There is an obvious direct connection between self-promotion and one's own self-esteem. Some can jump in for others and fight like a lion. But when it comes to their own needs... The topic of money and their own fee is a touchy subject for many. An example: The Lawyers' Fees Regulation has only been increased 7 times since 1958. It is understandable that under this aspect, an independent specialist lawyer for labor law feels underpaid, considering that all collective agreements around him are increased annually. Legal disputes involve much more than just law/justice/money. It is more about emotions. And it is these emotions 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 received training on how to conduct sales conversations with clients. The reluctance to sell oneself and inform about one's own 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 to 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 could he think or believe about the financial situation of your professional group?
The preceding questions and answers make it clear in what situation your client is in. If you keep reminding yourself of these questions, 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 need situation. They often come to you seeking help. Create clarity and planning security with this small checklist. You will gain more self-assurance, become stronger in your statements, and create the closeness needed for your clients to feel well taken care of by you. Good luck with your fee negotiations! Yours sincerely, Winfried Schröter For more information about our Top 100 Trainer Winfried Schröter, click HERE Another article on the topic: https://www.absolventa.de/karriereguide/arbeitsentgelt/honorar http://erfolg-als-freiberufler.de/honorar/
