The following is an excerpt from Success by Design: The Essential Business Reference for Designers by David Sherwin (HOW Books).When first striking out on their own as businesspeople, many consultants and designers don’t know how to bargain...
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In pursuit of the greatest opportunity for entrepreneurs to raise money for their business.
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Marty Koenig
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May 15
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Feb 13, 2012
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These are sooooper important for all consultants and business leaders. I have used these for years.
I have found that when you go into a negotiation that you must find out "who besides yourself will have influence on your decision to purchase from me?"
You must also pretend that you don't need the sale. This is really hard to do, especially if you actually DO need to business. But your posture and positioning must ome across like "I would be happy to have your business but I have plenty of other work, so I don't NEED this deal."
Personally, I often say "I get to pick the clients I work with, and those that I pick, we will have a great relationship and get the most value from me."
That way you are positioned as unique and a scarce resource. You turn the tables around that YOU are on the top of the mountain and THEY are the ones tha have to climb the mountain to succeed in having a relationship with you. See the difference?
It's all in the attitude and behavior you portray. Not cocky, not egotistical, but just realistic, professional and hightl desirable.
Kinda sound like dating, no?
-Marty Koenig
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