Pitching With Line Items
Something I’ve been experimenting with in my pitch decks recently is clearly explaining the line items for the rate I’m proposing. Traditionally, I’ve pitched all-in rates to try and get a bigger rate, and keep the client a little in the dark about exactly where the money is going. I think there’s a use for this strategy in certain situations, but it takes a lot more story management.
These days, I’m chalking up the rate sections of my pitches to look something like this:
Producing day rate…………………………….$750
Pre-producing day rate………………………$375
500 word blog……………………………….…..$250
I’ve realized that people often do the math in their heads anyway, so if I can do the math for them, then I have control of the narrative in each case. The advantages to breaking out line items for people is that it takes a lot less thinking and story management. The advantages to pitching an all-in rate are usually that you can find more profit on all ends, and keep the client from parsing things out and finding leverage on specific line items.
The way I see it is, if I’m happy with what I’m getting paid, then I don’t need to waste extra time and energy managing the client perception of an all-in rate.
Just some Tuesday morning pitch thoughts for you! See you tomorrow.
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