No, I don’t mean volunteer work. (I should probably wear a little sign that says “Stop me before I volunteer again.”)
But I digress.
An embarrassing example
What I’m referring to is doing client work for free when you should be paid for it. Here’s a personal example. A couple of years ago, I was contacted by a potential client who wanted me to do some work for her company but wanted to know more about my writing style. I directed her to my website and told her that I’d be happy to send her additional samples. Her response? “Oh, Susan, I’m sure your samples are good. But how do I know that they’re really your work? How do I know that the client didn’t have substantial input before they got an acceptable result? Let me send you a sample and see what you can do with it.”
I’m embarrassed to say that I capitulated. And, interestingly, saw my excellent work shortly thereafter in a blog post on her company’s site. Unpaid for. And though she and I have done business since, I have always had a slightly queasy feeling about our relationship.
How not to cave
Michael McLaughlin, who writes for Rain Today, posted a little gem about how not to let this happen to you.
First, you need to recognize that “there’s a thin line between what you need to do to sell your services and giving free advice.” That’s why it’s so easy to step across. And, as he points out, consultants are helpful folks who want to solve client problems.
It’s much easier said than done, I think, to follow his advice. But it’s worth the effort, because it sets the tone for an ongoing relationship.
His first piece of advice is to resist the urge to work for free, even if we think it will give us an edge in winning the business. As he says, “Once you start to dig in and work on the problem, though, everyone’s attention is drawn away from the real reason for the conversation, which is to find out if there’s a project to work on.” In my case, my focus should have been on the nature of the writing projects she had in mind and potential volume.
Mr. McLaughlin also advises that you frame your client’s problem for free but “solve for a fee.” That is, you tell your client that you have ideas about how to approach a situation but don’t really have the information to give either of you the comfort level needed to move ahead.
As I commented earlier, I think this is a lot easier said than done, but the next time I get one of those “try before you buy” calls, I plan not to leap like a trout.
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