Negotiation Expert's SECRET to Getting Your Client's Budget

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"What's your price?"..."What's your budget?"🥱
One of the trickiest battles as a designer is trying to find out the client's budget while they're trying to find out your price. In this video, we spoke with Kwame Christian, founder of the American Negotiation Institute and host of the Negotiate Anything podcast, about how to find out your client's budget and avoid the back and forth of having multiple stakeholders!
Kwame teaches us:
✅ How to find out your client's budget
✅ How to deal with multiple stakeholders
✅ Getting their budget vs giving your price
✅ Why you shouldn't share your prices with your client
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Chapters
00:00 - Coming up…
00:16 - Intro
01:31 - How to find out the client’s budget
05:16 - The dynamics of leverage
05:45 - Getting the budget vs giving your price
07:54 - Listen to the full interview with Kwame Christian

Опубликовано:

27 июн 2024

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Комментарии : 26

@MotionHatch Год назад

What tips and tricks do you have for finding your client's budget? Let us know in the comments!⬇

@alinerdelav Год назад

Love this. Now I want to be able to price correctly. Because sometimes I say by my hour... And then is like... I spent more making changes and so...

@KookyBone 5 месяцев назад

When they ask how much it will cost without giving me enough information, I sometimes ask back: "when I ask how much does the car cost" when they ask "what car", I say exactly this is the problem, I try to figure out if you want a Dacia, a Mercedes or a Porsche, if I don't know what your budget is, I can't make an appropriate planing.... If you need complex animation it can need up to a day for a second animation, but this is most times not necessary and I want to offer you the best possible solution and if you don't can offer me a guideline, I will have to assume the price of the car.

@SAideRsaY Год назад

Would love to see more role plays with Kwame. Great video!

@MotionHatch Год назад

Thanks so much!

@MDC.Design.Motion Год назад

What I use to do pretty early (when the client doesn't come up with a budget) is to give them a broad range of what OTHER projects with similar scope/content did cost. That's how they can get a feeling for the range, but I don't apply the cost to their project, which have to be worked on in detail with exact scope etc. Also, I ask them if that's in the range they could theoretically afford, because I don't want to waste their and my time if they don't, as we are both running businesses and time is very valuable. All in respectful manner of course. That worked pretty well for me and saved me lots of time.

@MotionHatch Год назад

That's a great technique, thanks so much for sharing! Do you maybe wonder if you don't say a range, they might eventually come up with a much higher price range out of interest? That's maybe what most would worry about :)

@MDC.Design.Motion Год назад

@@MotionHatch great point, but I'm not worrying about that too much tbh. As the range I give is more on the higher side where I would be happy to do the project regardless. Also if they say yes immediately I know I could have charged even more and adjust it the next time. That's basically how over time I reduced clients in quantity but increased in quality.

@lissmoss3078 Год назад

@@MotionHatch then your price model is questionable if you charge differently for the same type of work. If they cone up with a bigger budget you might just suggest another option for a bigger budget with more complex solution.

@simplysurfing Год назад

@@lissmoss3078 >> Exactly. Just seeing if they have more money and taking that extra money for the same work that you would have done for a lower budget isnt just right (though many in the creative industry do just that).....i would feel ethically crossed......if they name a bigger budget...then offering a package that has more work that equals their budget but would enhance their final output is the way to go and ethically right.

@LanceTheunissen Год назад

This was super helpful 💥I usually throw out a range (after asking all the relevant questions) to kind of 'take charge'. I've found that when I say it confidently and without flinching clients take me more seriously and they can either make it work or they can't, it's saved me a lot of time wasting and makes sure I don't fall inlove with the client or the possibility of the project before hand. I'd love to see more role playing ❤‍🔥💥

@MotionHatch Год назад

Thanks so much, Lance! If I can add, my advice would be to say your rate over and over again into the mirror so you feel way more confident when you eventually say it to your clients! Thanks for your comment, and glad you found it hepful!

@sashazephiria3869 Год назад

Another awesome one ! I've been starting to implement this whenever speaking with a new client :)

@MotionHatch Год назад

Thanks so much Sasha! That's great to hear!

@stevemoser6491 11 месяцев назад

Oh my, I found you! You teach these online freelancers to do this. Such nice kind people in the video. Please let offer ideas, thoughts, suggestions: (1). Instead of asking "what is your budget?" Ask: "If I am able to deliver what you want, what are you willing to pay?" I have fired 100s of freelance 30 seconds into the discussion because they are asking my budget before they have any idea what I want. (2). If they push you for a price for 30 second animation. You can easily give them the extremes/bookends: "It depends. Do you want black & white stick figure @ 3 frames per second OR do you want a 30 second animation realistic hologram of a 747 flying 100 feet above the audience?" One is $20 the other is 2 Million." If I have $100 in my wallet and I want to buy a pack of gum, imagine the cashier says "whats your budget?" Oh I have $100, but I am not paying $100 for a pack of gum. I feel asking what is your budget, comes across as selfish only interested in how much you can drain the client for, and not someone that is interested in helping me. I think you have no interest in what I want, you only want my money. Instead, Seek Solutions: ask if I can solve your problem, what are you willing to pay? I never buy based on price.

@MotionHatch 11 месяцев назад

Thanks so much for your insight on this topic! I would definitely agree not to go into the budget right away, but this can also help guide the client into the right expectations as to what to expect! They may be expecting the realistic hologram, with the budget of the black and white stick figures - at least if you know the budget, you can let them know to expect either the simple project, or the advanced one :)

@saliuarts Год назад

This was really fun to watch and i learnt a few new tricks

@MotionHatch Год назад

Thanks so much! We thought Kwame shared so many valuable tips too! Glad this helped!

@phenovision Год назад

i always give a minimum starting price and explain the price goes higher depending on the complexity of the project

@MotionHatch Год назад

Do you ever ask for the budget? The client's budget might be far higher than the price you're offering! Interested to hear :)

@phenovision Год назад

@@MotionHatch since the client always wants to know my price first, i ask them what their budget is after that and we can always find a way to make it work. There are different ways for clients to approach a payment method, sometimes by month or conversion rate etc