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FEATURE ARTICLE By James Patrick
JamesPatrick.com
KNOW YOUR VALUE How to respond when clients ask you to work for free | By James Patrick
Y
ou’ve no doubt encountered clients who request your services in exchange for a vague offer of
that your skills and experience are worth compensating for.
“exposure.” While some exposure can actually be valuable, it’s essential to maintain the value of your work and ensure
“It would be great for your portfolio.” Response: “My portfolio is already quite full and was the reason you found me and
“We are a startup trying to save money.” Response: “Let’s have a conversation about
that your business remains sustainable. Let’s explore how to respond gracefully and professionally when clients ask you to
contacted me in the first place.” Remind the client that your portfolio is a testament to your skills and what attracted them
how I can support your startup within a budget that acknowledges the value of my services.” Show your willingness to work within their
work for free.
to you in the first place. This shows that you value your work and its worth in your portfolio.
budget while emphasizing the value of your services. This approach opens the door to negotiations.
“It’s a really quick project.”
discount for future projects. This way, you acknowledge their potential for more work and establish a mutually beneficial relationship.
Response: “It certainly can be a quick and efficient project because of the years of experience I have to ensure a speedy
“It would be a lot more work coming down the pipeline if you just help us out on this one!”
“Would you consider a trial for future paid work?”
production.” When a client emphasizes the project’s speed, acknowledge your expertise and ef-
Response: “That is great! I can gladly consider offering discounts on future work for returning clients.”
Response: “I appreciate your interest in a potential partnership. To ensure a successful collaboration, let’s discuss a fair arrangement
ficiency. This response subtly communicates
Instead of working for free, suggest a
16 | WWW.PERSONALFITNESSPROFESSIONAL.COM | WINTER 2023
that respects the value of my work.”