---
name: rate-negotiation-script
description: "Creates rate negotiation scripts for freelancers and consultants with value anchoring and objection responses."
allowed-tools: Read Write Glob
metadata:
  author: matthewhitcham
  version: "1.0"
---

# Rate Negotiation Script

## When to Use This Skill

Use this skill when you need to:
- Prepare scripts for quoting and defending your rates to clients
- Build value-anchoring language that justifies premium pricing
- Create responses to common objection like "that's too expensive"
- Script rate increase conversations with existing clients

**DO NOT** use this skill for salary negotiations at a full-time job, vendor price negotiations, or contract legal terms. This is for freelancers and consultants defending and raising their rates.

---

## Core Principle

RATE NEGOTIATION IS NOT ABOUT DEFENDING A NUMBER — IT IS ABOUT ANCHORING THE CONVERSATION TO THE VALUE YOU DELIVER SO THE PRICE FEELS LIKE A BARGAIN.

---

## Phase 1: Rate Context

### Required Inputs

| Input | What to Ask | Default |
|-------|------------|---------|
| **Service type** | "What service are you quoting — design, development, consulting, writing, other?" | No default — must be provided |
| **Current rate** | "What do you currently charge (hourly, project, or retainer)?" | No default — must be provided |
| **Target rate** | "What rate do you want to charge?" | 20-30% above current rate |
| **Scenario** | "Is this for a new client quote, existing client increase, or scope change?" | New client quote |
| **Client type** | "Who is the client — startup, agency, enterprise, individual?" | Small business owner |

**GATE: Confirm scenario and rate details before scripting.**

---

## Phase 2: Value Anchoring

### The Value Stack Script

Before stating your rate, stack the value:

```
## Value Anchoring Script

"Here's what's included in this engagement:

1. [Deliverable 1] — which typically [outcome/benefit]. Companies usually pay $X for this alone.
2. [Deliverable 2] — this ensures [specific result].
3. [Deliverable 3] — most [competitors/alternatives] charge $X for this separately.
4. [Ongoing support/revisions/etc.] — [time period] of support included.

The total investment is $[your rate].

Based on the [revenue increase / cost savings / time savings] this will deliver,
you're looking at a [X]x return on this investment within [timeframe]."
```

### ROI Framing

Always connect your rate to the client's return:

| Service | ROI Frame |
|---------|-----------|
| Marketing / copywriting | "If this generates even X additional sales at your average order value..." |
| Web design / development | "Your current site converts at X%. Improving that to Y% means $Z in additional revenue..." |
| Consulting | "The operational savings from implementing these changes will be $X per month..." |
| Content creation | "Each piece of content that ranks drives an average of X visitors worth $Y in ad equivalence..." |

---

## Phase 3: Objection Response Scripts

### "That's too expensive"

```
"I understand budget is a factor. Let me ask — what result are you hoping
to get from this project?

[Listen]

So if we achieve [their stated goal], what would that be worth to your
business over the next 12 months?

[Listen]

That's why I price based on the value delivered rather than hours spent.
The $[rate] investment is designed to generate $[their projected value] in return.

If budget is a hard constraint, I can adjust the scope — we could
[reduced scope option] for $[lower rate]. But I'd recommend the full
engagement because [reason the full scope delivers significantly better results]."
```

### "Your competitor charges less"

```
"That's fair — there are definitely options at every price point.
Here's what makes my approach different:

1. [Specific differentiator — experience, methodology, guarantee]
2. [Track record — specific result you've delivered]
3. [What's included that competitors charge extra for]

The question isn't who costs less — it's who delivers more value per dollar spent.
I've found that clients who choose based on the lowest quote often end up
spending more when they need revisions, fixes, or a do-over."
```

### "Can you do it for [lower number]?"

```
"I appreciate you sharing your budget. At $[their number], I can offer
[reduced scope] which would include [specific deliverables].

For the full scope we discussed — which includes [key deliverables that
drive their goal] — $[your rate] is the investment.

Which approach would you prefer?"
```

### "We need to think about it"

```
"Of course — this is an important decision. To help you evaluate,
let me send over:

1. A summary of what's included and the expected timeline
2. [A case study / testimonial] from a similar project
3. My availability — I have [X] slots open this [month/quarter]

What's your timeline for making a decision? I want to make sure I can
hold a spot for you if you decide to move forward."
```

---

## Phase 4: Rate Increase Scripts

### Existing Client Rate Increase

```
## Rate Increase Email

Subject: Update on our working arrangement for [year/quarter]

Hi [Name],

I've loved working with you on [project/ongoing work] — seeing [specific
result you helped them achieve] has been incredibly rewarding.

I'm writing to let you know that my rates are increasing effective [date].

My new rate for [service] will be $[new rate] (currently $[old rate]).

This reflects [choose 1-2]:
- The expanded expertise I've developed in [area]
- Increased demand for my services
- The proven results we've achieved together
- Market alignment with the value I deliver

For you as an existing client, I'm happy to [honor current rate through
end of current project / offer a gradual transition / lock in current rate
for prepaid work booked before the change].

I'd love to continue working together. Let me know if you have any questions.

[Your name]
```

### Timing Best Practices

- Give 30-60 days notice before a rate increase takes effect
- Tie the increase to a natural breakpoint — project completion, contract renewal, new year
- Increase rates annually at minimum — 10-20% per year for growing practices
- Never apologize for raising rates — present it as a natural evolution

---

## Anti-Patterns

- **Leading with the price** — stating your rate before establishing value makes it the only thing the client evaluates.
- **Negotiating against yourself** — offering discounts before the client even objects signals insecurity.
- **Hourly rate anchoring** — quoting $150/hour invites the client to multiply by hours and question every minute. Quote project or value-based rates.
- **No walk-away point** — know the minimum rate you will accept before the conversation. Below that, decline politely.
- **Matching competitor rates** — racing to the bottom devalues your work. Compete on value, not price.

---

## Recovery

- **Client goes silent after quote:** Follow up once at 3-5 days with a "just checking in" note. If still silent at 10 days, send a "closing the loop" email with a soft deadline.
- **Accepted a rate that is too low:** Deliver excellent work, document results, and negotiate a higher rate for the next project. Do not resent the work.
- **Client wants hourly when you want project-based:** Explain that project pricing protects them — the cost is fixed regardless of hours. Frame hourly as penalizing your efficiency.
- **Rate increase rejected:** Offer a smaller increase or a phased increase. If they refuse all increases, evaluate whether the client is worth keeping at the old rate.
- **Confidence issues around pricing:** Document every win, testimonial, and result. Review them before every negotiation.
