How do you explain the worth of a sales letter to a client who doesn't have budget?

Discussion in 'Copywriting' started by what, Aug 26, 2008.

  1. #1
    I was browsing through a freelance website a few days ago and I found a project wherein the client wanted bidders who can write ten (!) properly written, properly formatted sales letters for him/her for only $100.00. Yes, $100.00 for ALL of those 10 sales letters.

    What I also found funny was that the client got a bit irked when he thought that most of the first few bidders only knew how to write "articles" instead of "sales letters."

    Anyways...that got me thinking...we all know the importance of a sales letter. However, not all clients do. And, more often than not, because they're still "starting out" their new business and don't have that much of a budget...exactly how do you explain this importance to them? How do you tell them that seasoned copywriters charge thousands of dollars even for one sales letter? How do you let them know that their budget isn't enough?
     
    what, Aug 26, 2008 IP
  2. marketjunction

    marketjunction Well-Known Member

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    #2
    I think the bigger question here is: who cares?

    There are people who think art paintings should all be $9.99 at Wal-Mart. It doesn't make sense to waste time fretting over it.

    And better yet, why would you bother with someone who believes your services should be 1/20th of what you charge?

    If you're interested in spending vast amounts of time on one person trying to convert them, might I recommend you take up a career in your favorite religion.

    BUDGET: How do I let them know that their budget isn't enough? Simple. I tell them my rate. It's either in their budget or it isn't.

    No sense in trying to get blood from a stone.

    However, what you're really talking about is value. It's easy to mix up "value" with "cost." :) They aren't the same.

    The budget question is a matter of cost. Deciding to pay more (when possible) for a sales letter is a question of value.
     
    marketjunction, Aug 26, 2008 IP
  3. jhmattern

    jhmattern Illustrious Member

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    #3
    Jason covered it far more eloquently than I will, but same thought - if you know they don't have the budget for you, they're not in your target market, so you shouldn't waste time on them at all.

    I have a pretty simple policy when people come to me directly for something, and they find out they can't afford me - I briefly explain the benefit of hiring an actual professional / specialist (or just link them somewhere where I've already laid it out). I suggest they feel free to try one of those much cheaper writers (whether it's a $50 press release writer or a $5 article writer). In more cases than not, they eventually come back and end up hiring me (either paying me more to "fix" what the other writer threw together than they paid to have it written, or paying my full rates to have me write up something new from scratch).

    But if they don't come directly to me, I certainly don't go looking for them.
     
    jhmattern, Aug 26, 2008 IP
  4. marketjunction

    marketjunction Well-Known Member

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    #4
    Wow. I feel all warm and special inside now. :)
     
    marketjunction, Aug 26, 2008 IP
  5. jhmattern

    jhmattern Illustrious Member

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    #5
    lol And you always should dearie. I was just ticked that you beat me to the punch - if you're going to outshine my reply, at least give me a chance to try first. I feel so... out-classed. :p

    At least we agreed - that means it must be true. :D
     
    jhmattern, Aug 26, 2008 IP
  6. marketjunction

    marketjunction Well-Known Member

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    #6
    Yes, this means two things:

    1. It's true.

    2. It will be ignored and beaten to death in the coming days.

    :D
     
    marketjunction, Aug 26, 2008 IP
  7. cd928

    cd928 Peon

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    #7
    I agree that the budget in itself will define whether or not you should take your client. No need to explain it to them if they simply don't have the money to pay you. :)

    And the way you put it sounds like you simply want to justify asking more from them rather than really showing them the value of having an effectively-written sales letter.

    Just my two cents. :)
     
    cd928, Aug 27, 2008 IP
  8. micahman80

    micahman80 Guest

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    #8
    As Jenn mentioned in her post...they will end up learning the hard way. Paying $10 for a sales letter on a freelance website will get you barely-readable sales copy...much less something that would actually convert a buyer. My guess is that as soon as the person buying the sales letters actually saw the result, they'd (hopefully) be convinced from then on.

    If you had a decent, friendly, bid before instead of telling them they're an idiot for lowballing and that they insult your profession...they may just come knocking at your door next time.
     
    micahman80, Aug 27, 2008 IP
  9. what

    what Active Member

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    #9
    Thank you for all the replies :) I actually didn't have plans of "converting" that client...in the recent years, I have come to realize that it's better to not work at all rather than get work but at a rate that you simply don't feel comfortable with.
     
    what, Aug 27, 2008 IP
  10. lightless

    lightless Notable Member

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    #10
    I have nothing more to add. :(
    But i will anyway ......

    You could better spend that time banging your head against the nearest wall and have more fun doing it as well.
     
    lightless, Aug 28, 2008 IP