So how do you quote value? Here is the format I suggest you follow:
Step One:
Start your quotation with a simple description of the project the client needs written. For example: A 50- word ezine ad.
Step Two:
Confirm your understanding of what the client is trying to achieve with the project. For example: Generate more traffic to a web site landing page.
Step Three:
Demonstrate how your writing services will help the client achieve that goal. There are many ways you can do this. You can offer some initial ideas and suggestions, point to your successes on similar projects, quote a client testimonial, highlight related portfolio samples, or — my favorite — attach an article you’ve published on the topic.
Step Four:
List, using bullet points, all the things you’re going to do on the project. Don’t just say “writing”. You know it’s more than that. Explain that you’ll be studying the background materials, clarifying the features and benefits, organizing the key messages for maximum impact, developing headline concepts, promptly handling revisions, and so forth.
Step Five:
Then, finally, quote the fee. This is a simple one liner. “The copywriting fee for this project is $_____.”
Does this “value” quotation format work?
When you quote just a price, you’re judged on price. But, when you quote value, you attract clients who are willing to pay more for the best work. And isn’t that what you want?
