The Worth of Digital Products — Opening the Eyes of the ‘Uninitiated’

WIN-WIN is the only way to do business, and the only way to maintain positive relationships. It is an absolute necessity. As a freelancer, if you do not create value for people, they will not want to do business with you. If you do not fill the needs and wants of those you are in relationships with, both parties will lose.

WIN-WIN, of course, requires that you will win as well. It is unwise to enter into transactions and relationships where you do not win. You cannot maintain self-esteem as a martyr. You must feel satisfied about your business relationships. So, why work for free or pittance? It is important to know that someone who is unwilling to pay for something that he hopes to benefit from, cannot in any way give out something of value for free.

It is no news that freelancers (especially new entrants) are often manipulated to work for free in return for exposure — a dream that more than often never comes true. You get a job with a client who knows that you will work for free when necessary, and don’t get paid. You waste your time, time you should have spent making money. This decreases the value of your product. Why kill your value, as a professional? You are not only shooting yourself in the foot. You are hurting others as well. In fact, there are many potential clients out there that do not see freelancing as a service worth paying much for. These ones shouldn’t be your clients. Don’t be afraid of losing clients who cannot afford your rate. Always keep in mind that every quality job, at any given rate, will attract its client. If you do excellent job, get paid for it. There surely will be many other freelancers charging twice what you are. Clients that do not value your skills or experience can safely be referred to as ‘undervaluers’. Do not work for them if you know what you want from the industry.

Another category of clients to be cautious of, is that set having a reputation as being the ‘rich and successful’. Major companies can be included in this group — the big shots. These ones think that freelancers benefit enough from their association with them through their work, and therefore do not deserve to be paid. They believe that the exposure gained via this claimed association more than settles whatever a freelancer will charge for any done job. Dine with them using a very long spoon. Dance with them the usual way to your peril.

How should we treat new entrepreneurs/startups? Remember you are not in the industry as a social welfare officer. While it is good to ‘help a young man on his way up so that you can meet him on your way down’, it is important not to allow emotions take the better part of you. It is good to extend a helping hand to others in need with your resources and ideas, but not with your art. Your art is you. If you give yourself away, you will have nothing left. Some of those that can’t afford payment because they are just beginning and would like to keep expenses low, may try to make you believe that your pro bono service or job will be wonderful for them. It will do you a great good to design a well structured path to navigate when dealing with clients in this category. Keep your headlamps on!

There are clients who may come to you with a great idea, asking your partnership. Ideas are good, but it is the execution of a good idea that makes the money. If the contribution of the said partner is only his idea while the execution is your work or service, this kind of partnership is not good enough. Partnerships work when concerned parties are able to contribute equally to an enterprise where dividends will be shared equitably. The belief that an idea is worth the same as you spending tons of hours to develop it, amounts to inequity. Treading this path is like jogging on broken bottles. Take a good look before you leap.

Have you tried offering your services to non-profit organizations? Many of these setups can’t pay, but wish they could. They might possibly be working for a good cause, but the generally held view that ‘one man’s meat is another man’s poison’, justifies your wanting to be paid for any service you provide them with. After a good job, don’t be shy to ask for your money.

Do your clients want to pay the whole amount upon completion of the job? The issues of credibility and capability are universal, and as old as time itself. It is unfortunate that the sound is getting louder and louder in our time. However, it is a double edged sword. Clients can only be trusted as much as freelancers. Many who occupy overly hyped position in the world of ‘integrity’, more often fail the test of time. Who said clients were angelic when it comes to fulfilling payment obligations? It is important for clients to give assurance that they have ‘bought in’ on a given project and on the freelancer. A certain percentage of the agreed fee should be required and paid before commencement of work. Failure to toe this line might result in your doing a lot of work only to find out your client is no longer interested in the project. Ask for commitment. Be good at what you do. Your clients will surely locate you.

Note that what has been said here does not ensure that someone will love you. Nor does it guarantee you the ‘promised land’. What it does do is give you the best opportunity for a WIN/WIN.