When you’re running a small business, it’s essential that you know how to get the most dollars out of your client. It can be hard to stay on top of invoicing and following up on payments. But if you don’t keep your clients accountable, then they might not be as likely to pay you what they owe you.
You don’t want to lose money because your clients aren’t paying their bills. You deserve to get paid for the work that you do. If you are looking for ways to make sure that your clients are paying their bills in full and on time, then take a look at the tips below.
| Takeaways |
|---|
| 1. Clearly communicate the value of your services to clients. |
| 2. Set transparent and fair pricing for your freelance work. |
| 3. Demonstrate your expertise and unique selling points. |
| 4. Provide exceptional customer service and support. |
| 5. Offer upsells or additional services to increase earnings. |
| 6. Establish clear payment terms and follow up on payments. |
| 7. Cultivate long-term client relationships for repeat business. |
| 8. Continuously improve your skills and deliver top-notch work. |
| 9. Be proactive in addressing and resolving client concerns. |
| 10. Regularly review and optimize your pricing strategy. |
1. Have A Contract
The first step in making sure that you get paid is signing a contract with the client. Having a contract means that everything that was agreed upon before the work started is put on paper and signed by both parties.
If you are working with a new client, it’s important to have everything set in stone and locked down with this document. Make sure you include pricing, due dates, and other important information related to your project so there is no confusion when everything is finished. A contract also helps protect both parties in case something goes wrong, which will most likely happen at one point or another.
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2. Sell Value Over Price
The biggest mistake freelancers make is to focus on price. Instead, talk about value and outcomes. Most clients don’t care about your hourly rate or how long it took you to do something. They want what they want, and they care about results.
The key to delivering more value is to identify and address your client’s needs that are not being met by your competitors. In other words, what problems or concerns does your client have that you can help them with? Do this by conducting research with prospective clients prior to starting the sale process.
This research can be done by talking directly with potential clients or attending networking events where you can meet many people in a short period of time. You might even consider sending out an online survey on SurveyMonkey or another similar website asking questions that are relevant to the product or service you offer.
3. Get Organized
Start by determining what you think a project is worth. Then research online how much others with similar experience and expertise are charging. Use this information to make your case to clients with hard facts.
Be prepared to walk away. If your client doesn’t value what you have to offer, it may be time to move on and find someone who does.
4. Get Their Budget
The first thing that you have to do is figure out what their budget is going to be for their project. If they haven’t already mentioned a budget, ask them what they have planned for it. A good rule of thumb is to ask them what their budget is first, then provide them with an estimate that exceeds it by at least 20%. The reason we want to know their budget first is that they might balk at our initial quote if it’s over their budget. If we present them with an estimate that’s within their budget, they’ll be much more willing to accept it as a final quote.
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5. Let Clients Know You’re In Demand
No one is going to pay you more if they don’t think they have to. Show them you’re sought after by making sure your portfolio, website and social media accounts always reflect the best of your best work.
6. Send Out Invoices Immediately
If you want to make sure that your clients are sending in their payments promptly, then get into the habit of sending out invoices immediately after working with them. Try not to wait until the end of the month or until a project is complete before sending an invoice. It’s better if you send one out after each service or product has been delivered so that the client knows what is owed and when it is due.
7. Get A Deposit Upfront
The best way to ensure you get paid is to get paid before you work. If you’re using a contract, include a minimum deposit amount. You can’t use all your materials and time if they don’t pay the deposit, so there should be a penalty for not paying it.
8. Request Payment At Each Milestone
If your project has phases, request payment at each phase, especially if there’s an opportunity for you to lose money on the project (like if you have to order supplies). No matter how great your reputation is, some clients won’t pay unless they have to.
9. Pay Attention To Money Words In Their Language.
When clients talk about money, be alert for anything that might indicate future issues with getting paid:
“I can’t afford that.” “We don’t want to spend that much.” “That’s more than we’re willing to pay.” “What’s our budget?” “Can I put off paying?” Any of these phrases are red flags that this person might struggle with paying invoices in the future. You need to be very careful.
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10. Start Off With A Bang
That’s right, it’s all about the first impression. One of the best ways to get your clients hooked on your work is to start off with an amazing deliverable. This could be a mockup, a wireframe, or even just an email preview of your work. Whatever it is, make it look amazing so that the client knows what they are getting when they hire you. They will also tell their friends and colleagues about you if they are impressed by your first delivery.
11. Show Them Some Love!
Every once in a while, send something that isn’t related to work at all – just let them know that you’re thinking of them and value their business. You could send them a new blog post that you think they might enjoy reading or maybe a cool video that made you think of them. Don’t overdo this though – they might start to think that you’re just using them for their money.
12. Create A Personal Connection
Find something that you have in common with your client and make a connection with them on that level. You might play tennis together, have children the same age or enjoy traveling to the same destinations. Besides building rapport, this also gives you something to talk about that isn’t related to business.
13. Know About Their Family
If your potential customer has children, find out how old they are and what their names are. Then ask how Junior is doing in his baseball games or if Katie got into her first-choice college. This not only shows that you care about their family, but it also makes them feel valued as an individual rather than just another number in a database.
14. Identify What They Want Most
If you have an opportunity to do more work with a client, ask them what they want most in their business right now. This demonstrates that you care about their overall success, and gives them a chance to talk about something that’s important to them.
15. Establish Trust Early On In The Process
The trust factor is important in any client relationship, but it’s especially important when you are trying to get paid by someone who has bad experiences with other agencies or vendors (which usually ends up being a lot of people). One way to establish trust early on is to do some research about their industry before you meet them — find out what their
16. Give Them An Offer They Can’t Refuse
There’s a reason why car salesmen tend to keep pushing for more money per sale: it’s where they make most of their profit! The same principle applies when you’re running your own freelance business; if you can provide your clients with additional services and upsells, you’ll be able to earn more money from each project that comes through your door.
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17. Get The Client Involved In Decisions
If your clients are involved in making important decisions, it will reduce their buyer’s remorse and increase their overall satisfaction with the project. It will also make them feel more invested in getting value out of the outcome, which means they’re more likely to give you repeat work and refer you to others in the future.
18. Create A Wow Experience
Personalize your presentation with stories related to the client’s a business and industry. Be creative in presenting your ideas. Use social media tools like Instagram, Snapchat, or Pinterest. Use visuals — such as videos, pictures, or infographics — to deliver your message if appropriate for the medium and audience. Provide custom-made handouts based on the individual client’s needs and wants.
19. Know When To Say No
Saying yes to everything can lead to exhaustion, resentment, poor work quality, and even bankruptcy! You are not required to say yes all of the time; sometimes saying no can be good for you, your clients, and your business’ reputation overall. You can say no by using phrases like “I have another project that I’m working on” or “I don’t think I will be able to do that.
20. Use Your Experience To Your Advantage
Your experience is an asset that you should be leveraging at every opportunity. It’s especially important to mention your experience in negotiations with clients. If a client thinks they know more than they do, they’re going to try to push you around and demand more than they should. This is one of the best ways to get the most dollars out of your client: just remind them that they’re not as experienced as you are!
21. Stop Giving Away Free Consulting
Too many freelancers are afraid to charge for their knowledge because they think it makes them look expensive or greedy. So instead, they give away advice in hopes of getting hired later to do more work. In reality, all this does is show potential clients that they
22. Use The Words “We” And “Us” Instead Of “You.”
Use the words “we” and “us” instead of “you”. Don’t make your client feel like they’re being scolded or given orders. Using “we” and “us” makes them feel more involved in the process, which helps build a stronger relationship and makes it harder for them to say no.
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Final Thoughts
Above all, remember to stay polite and professional with your client. A successful freelancer is one who continues to get work, so it’s smart to not burn any bridges. And if you want your client to be 100% happy with the final product, you need to give them what they want while also putting in plenty of effort and money yourself. If they are happy in the end, they’ll be more likely to hire you again in the future.
Further Reading
FAQs
How can I effectively handle client payments?
Managing client payments requires clear communication, setting payment expectations upfront, and offering various payment methods to ease transactions.
What should I do if a client is delaying payment?
If a client is delaying payment, first reach out to them to inquire about the issue politely. Address any concerns they might have and offer alternative payment options if needed.
How can I ensure timely payments for my services?
To ensure timely payments, consider setting up payment reminders, establishing clear payment terms in contracts, and providing incentives for early payments.
What are some strategies to deal with clients who consistently avoid payment?
If you face recurring issues with non-paying clients, consider implementing late fees, requesting upfront deposits, or using debt collection services as a last resort.
How can I maintain positive client relationships while discussing payment issues?
When discussing payment issues with clients, always maintain a professional and understanding demeanor. Focus on finding solutions together rather than resorting to confrontation.
Costantine Edward is a digital marketing expert, freelance writer, and entrepreneur who helps people attain financial freedom. I’ve been working in marketing since I was 18 years old and have managed to build a successful career doing what I love.