Excellent Talk on Negotiations – How Creatives Should Negotiate by Ramit Sethi

My Notes:
– Reframes negotiating as a good thing and you can use it anywhere! Gyms, credit cards, phone companies, etc.

– Gives you scrips you can good. Links with other goodies below.

– Build rapport by talking about how long you’ve been with them. Stay cool.

– Ask what else can they do or offer.

– What to do when others negotiate with you.

– Ask open ended questions not yes or no questions.

– In a job interview never answer salary requirements question.

– Women find it harder to ask but they also smile more which helps.

– How to take or turn down offers that are close to what you do like wedding photography. I don’t have the equipment right now, I’m not an expert but I’ll try.

– Don’t feel bad for charging what your worth is and first sell yourself to yourself. Creatives should not underestimate themselves. Don’t feel bad monetising your work. Don’t defend yourself, take it or leave it.

– Start of with an hourly rate and see what competitors charge.

– When you work for free tell them what your normal rate is and say you’re doing it because you want 3 referrals or whatever condition you decide because sometimes there are other things more valuable than money.

– Be prepared to answer ‘your greatest weakness’ question. Tell a good story as humans cannot stop listening to a good story.

• 5 Resumes That Win
• List of Freelancing Ideas
• Freelance Income Roadmap
• Freelance Email Proposals
• 5 Negotiation Case Studies
• VIP Email Teardown
• 3 Negotiation Scripts

Show notes from original post on Tim’s blog – http://tim.blog/2016/06/15/how-creatives-should-negotiate/

Optimizing your spending with credit card companies, cable and telephone providers, the gym — you name it. [07:46]

Ramit’s word-for-word negotiation script (tested with tens of thousands of people and multiple companies). [11:43]

Why you shouldn’t feel guilty about negotiating. [13:01]

Mock negotiation (waiving a credit card late fee). [14:50]

The importance of rapport. [17:28]

Is rent negotiable? [18:50]

Negotiating even when you’ve already got the best price in town. [21:21]

How can you negotiate if you don’t have a perfect track record or the advantage of being a long-time customer? [22:28]

What to do when clients use your negotiation tactics on you? [23:18]

Are there gender differences in negotiation? [25:32]

How to answer the “What are your salary requirements?” question. [28:19]

The difference between theory and practice in negotiation. [31:21]

Your credit card was just sold to a new company. How long should you wait to negotiate with the new company? [31:55]

Can you negotiate insurance? [33:34]

Can you negotiate with monopolies? [34:32]

What Ramit learned by videotaping his negotiation style that changed everything. [35:43]

Why being “too busy” is a good problem for creatives to have. [43:08]

How to overcome the mindset of “I hate selling myself.” [43:53]

Understanding the needs of your client base, upping your rate, and justifying it (to yourself) without guilt. [50:25]

When you’re comfortable with your rates, you can be okay when clients say “No thanks.” [53:54]

Finding ways to overdeliver. [56:40]

How do introverts talk business? [57:47]

How much should you charge? [59:12]

Should you ever work for free? [1:00:40]

How to go from one client to many. [1:05:55]

How do you research what your competitors are charging when many of them don’t discuss it until they’re trying to close a sale? [1:08:10]

How do you handle price shoppers? [1:10:41]

For hourly consulting, is it better to price in packages? [1:13:22]

Do you have to tell a story to convey emotion every time you’re pitching a client? [1:14:52]

How powerful is a smile? [1:17:35]

How to answer, “What is your greatest weakness?” [1:20:56]

Reiterating the importance of storytelling. [1:26:44]

How to answer the “Among all candidates, why should I choose you?” question. [1:28:13]

How can you practice? [1:36:14]

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