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Negotiating 101 for Writers
This document provides advice on negotiating for writers. It discusses why negotiating matters and how to overcome common roadblocks like feeling greedy. The essentials of negotiating are to prepare, practice, and persevere. Speakers include Michelle Rafter, Devon Smiley, and Gwen Moran. Moran discusses understanding your rate by calculating your hourly rate needed to earn different annual salaries. The document also addresses talking yourself out of negotiating and remedies like knowing your value and finding clients that value your work.
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Negotiating 101 for Writers
- 1. Negotiating 101 for Writers YOUDESERVE IT, LEARN TO ASK FOR IT! FRIDAY, MAY 5, 2017 • Michelle Rafter • Devon Smiley • Gwen Moran
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- 3. Get Social Please sharewhat you’re learning: #ASJANY2017
- 4. Why Does NegotiatingMatter?
- 5. (and feel gooddoing it) Get What You Want
- 6. ©2017 Devon Smileydevonsmiley.com Negotiation Is… Transforming a situation that leaves you cold… into one that lights you up Fees Deadline Access Rights Support It’s not all about the money…
- 7. ©2017 Devon Smileydevonsmiley.com Negotiation Roadblocks “I’m going to feel greedy.” “They’ll think I’m pushy.” You’re delivering quality work. Bringing value to your client. Moving their business or life forward. It’s not greedy to be compensated for that. If your questions or requests are met with attitude. Red flag. It’s your job to protect your business interests.
- 8. ©2017 Devon Smileydevonsmiley.com The Essentials Prepare Practice Persevere What do I want and need? 1) Best case outcome – be ambitious! 2) Least acceptable solution 3) Where I’m going to check in with myself and my strategy along the way Spot opportunities to negotiate (feeling less than ‘Heck Yeah!’? Transform it) and practice on the small asks to build confidence. If a YES comes right away…you’ve left something on the table. Embrace hearing NO. That’s the beginning. Ask questions. Make new proposals. Try a new strategy. Keep going.
- 9. ©2017 Devon Smileydevonsmiley.com You are your own best advocate Make The Ask
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- 11. Gwen Moran writesabout business, money and assorted other topics for leading publications and websites like Fast Company, Inc., FORTUNE.com, Entrepreneur, and many others. She is a three-time Small Business Influencer Awards Top 100 Champion and authored or collaborated on more than a dozen books about business and money. Find her at www.gwenmoran.com or on Twitter @gwenmoran. What Writers Should Know About Negotiating
- 12. Understanding Your Rate Ifyou work 35 hours a week, take major holidays off, take 2 weeks of vacation and 2 weeks of sick time, and spend 20% of your time doing non- billable work, you have about 1,400 hours to sell in a year. To make $65,000 a year, you’ve got to sell 1,400 hours @ $46.50 To make $85,000, you’ve got to sell 1,400 @ $61 To make $120,000, you’ve got to sell 1,400 @ $86 Every time you sell your time for less, you increase the number of hours you need to work.
- 13. Talking Yourself Outof Negotiating • Need for new business/revenue • Fear of not finding other work • “Why not take it—I have nothing else going on?” • Not wanting to “lose” the business • Not feeling worthy or “worth it” • What are some other ways you talk yourself out of asking for what you’re worth?
- 14. The Remedy forReluctant Negotiators • Know what you bring to the table. What do you do better than anyone else? • Find the clients who value what you sell. • Study how many prospects it takes to sell yourself to capacity. • Set weekly and monthly goals for marketing and new business development. You are never as confident as when you don’t need the work!
- 15. “The world isfull of people who will tell you what to do and how to do it. They’ll be louder than you, more experienced, more educated. Maybe they’ll be none of those things, but they’ll be more confident. If you wait to be the most ‘most’ person in the room, you’ll never feel qualified.” -- Jimmy Choo Founder Tamara Mellon
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- 17. Negotiating 101 forWriters on SlideShare: https://www.slideshare.net/MichelleRafter/negotia tion-101-for-writers-you-deserve-it-learn-to-ask- for-it
Editor's Notes
- #3 Thanks for joining us! Official speaker bios are in the program. We’re excited you’re joining us. How we’ll use the next 60 minutes: Devon will share general concepts, tips about negotiating. Gwen will share specifics that apply to freelance writers. We’ll save room at the end for questions. The session is being recorded, and we’ll have slides on SlideShare after the conference.
- #4 We would love you to tweet about the session. If you do, use these hashtags.
- #5 New York Times reporter Emily Steele & a writing partners spent 6 mo. investigating sexual harassment claims against Fox News star Bill O’Reilly & their story contributed to pressure that led him to resign. They needed persistence & negotiating skills > Steele routinely spent hours on phone with potential sources. She flew to LA to take a Pilates class with a source and convinced the woman to go on record. In early April, US women’s soccer team worked together to get a 30% pay raise & better bonuses. They shared texts, emails, surveys, shared Google Docs and practicing what they would say in negotiating meetings. Teamwork matters on & off the field. Staff reporters and pro athletes aren’t the only people who need to be good at negotiating. Here’s Devon to explain more.
- #12 Fun fact about Gwen: She’s been honored as a Small Business Influencer 3 times, has written several books, ran her own business before freelancing, and is one of the smartest, most capable, busiest freelancers I know.
- #16 I leave you with a quote from Jimmy Choo co-founder Tamara Mellon, who became an advocate for honest conversation about empowerment and equality after finding out that all 3 times she and her male business partners sold the company to private equity firms they got higher salaries than she did. It moved her to start her own business, and to become a vocal advocate for the power of negotiating.
- #17 Thanks so much Gwen! Now, we’ll take questions from the audience. Since this is being recorded, please use the mics. If they’re not available, I’ll repeat the question. If we run out of time, the speakers have agreed to stay for a few minutes after the session ends. Thanks again for coming!
- #18 See a copy of the presentation on SlideShare.com – search on my name & it’ll be the first thing that pops up.