Breaking the pay ceiling mentality

One of the big questions that writers ask other writers is "How much does market X charge?" The other is, "How much should I charge to do Y?" Notice a trend? So there's no wonder at conversations on how much money you can get. But recently I followed a discussion in which some writers were lamenting the payment "ceiling" at publications.



There may be averages, but if you're going to be smart about this business, you don't start thinking in terms of ceailings. Language constrains thought, and when you use the term ceiling, you set the subconscious assumption that you can't do better. It's a terrible way to go into negotiations because you're undercutting yourself, and you don't even realize it.



To get away from the ceiling mentality requires a more effective approach to sales and negotiations. Here are some of the techniques:

• Show value. Writers often fall into the fallacy that the business is completely supply and demand - that another writer will do fine, so paying more isn't necessary for a publication or corporation. Ban that thought from your mind! You don't sell time or standard billing. Sell value. Work on your skills and knowledge and simply offer more than most other writers could deliver. I recently picked up a corporate assignment where I was one of four writers under consideration and my estimate was fairly ... robust. But my writing sample was strong because I not only got what they said they wanted, but I understood what they needed that they didn't mention. Hence, I got a significant fee, because I sold on value.

Price by the project. Every time you price yourself by the hour or word, you literally have put a ceiling on what you can charge. That's why so many savvy writers charge by the project. There is some danger, because if you do a poor job of estimating the necessary time and effort, you can be working for hamburger-flipping wages. But if you are careful, you can get a more reasonable fee based on what you figuratively deliver, not literally. And many clients, particularly on the corporate front, like flat pricing. There is no surprise for them to explain, and no time sheets to review. Life is easier for them and an assumption among their bosses that this is a smart way to control costs. Yup - only you're the one controlling the costs, and generally in your favor.

Write longer. On the magazine front, depending on the type of publication, you might well end up writing more than the assignment calls for. If the topic lends itself to a longer treatment, then push for some extra words. The editor may not be able to raise the word limit, but might OK the additional length, which means additional money.

Don't assume that your budget is their budget. When you assume that there is a ceiling, you don't ask for more, but the assumption may be flawed, particularly if you've worked for the publication for a while and have proven your value (speaking of an earlier point). Try asking for additional pay and see what happens? The chances are virutally zero that the client will take such offense that you can never get work there again. Realistically, the worse you'll hear is the word no. But you might hear yes. And if you wait for the client to decide to offer you more money, it might be a long time. After all, if you're not complaining, why should they offer?