Five Signals you might Not Get Paid
As freelance consultants, we often risk not getting paid. Sadly, not every client we help actually pays their bill. We can all fall into getting fooled by clients who seem very presentable and trustworthy.
From the stories I’ve collected here are a few key signals that mean you might not get paid.
1. They do not ask how much you charge
It might seem obvious but time and again new and seasoned entrepreneurs repeat this mistake.
Imagine you are in a shop choosing a lamp. Once you found the one you like, you naturally want to know how much it is.
So when you have an intake conversation with the prospect and he/she hasn’t shown any interest in your price… Well, they aren’t there to buy your services, they are there for a freebie.
2. They are skeptical about what you offer
If from the beginning you sense arrogance and skepticism towards what you do — don’t waste your time. They just want to play your skills down and get it for free.
If you decide to give it a go despite your gut feeling you might end up with a note like this:
“I have thought about our call [free intake] yesterday. But the advice you gave was already in my pocket way back. Thanks anyway”
3. They are trying to get Do-It-Yourself tips for their specific situation
If you are an advisor or a coach, how do you know when is the right moment to stop the free conversation and start charging? Let’s say you offer a free hour. What if the prospect is asking you for very practical tips already? If you don’t give them — you feel you might lose a client. But remember, if you do give them — the prospect doesn’t need YOU anymore. Choose a limited time frame for an initial free consultation — 20–30 mins will whet their appetites, without giving away all of your information for free.
4. They get you to do the work before they pay
Seemingly, it is also very easy to avoid — just don’t do anything beyond the first hour for free. But there will always be the type of trustworthy-looking people that can persuade you to “co-create a much bigger and longer cooperation”. First, we give and then — we hope — the client will pay.
So you end up doing a bunch of work for free and once the cooperation mode is agreed upon and it is time to talk money, they suddenly pullback:
“I’m so busy with several projects. No time to meet.”
“I’m traveling until the end of the month, we catch up when I’m back!”
“Invoice? I’m afraid we’re not at that point yet…”
“I first need to understand what operating mode we’re foreseeing, and how to combine all this, in other words, if I have the time to make it into a success….”
5. After your initial conversation, they use vague language to arrange a follow-up meeting
Here are some real examples of how they speak when they are not planning to pay you.
“I left with lots of great ideas — thank you so much for your talk and discussion. Truly eye-opening. I would love to connect further and discuss.”
“I’d just like to know what are your thoughts on this area?”
“We [even though it was one person] would be happy to collaborate on a paper e.g. be an example.”
“Indeed, let’s find time to connect.”
“Looking forward to talking.”
None of it shows real interest in hiring your services. So don’t fall for it.
As Jean Shepherd said, “In God We Trust: All Others Pay Cash”.
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