- Jun 10, 2014
- 3 min read

Why Should I Pay You That Much? – The GKN Weekly Update 6/10/14

Last week I got a call from a potential client. Well, sort of.

He didn’t say his name or the name of the company he works for. He just dived right in and asked me how much I charge for an Explainer Video. I told him my standard rate. He then said he noticed how high I rank SEO-wise and despite that, why should he pay me my rate when he usually pays much lower. I explained to him my value-add. He said thank you and hung up.

So who was this guy? A reverse phone number search revealed he owns a B2B e-commerce company. It appears he was looking for a voice to narrate an Explainer Video for either his company or a client. While I appreciate an inquiry about my services, I must say I didn’t care for how this one went down.

TIP OF THE WEEK

I feel like I’m insulting you just by saying what I’m about to say, but apparently the phone call I experienced warrants it being said. When you cold-call someone, identify yourself and say upfront why you’re calling. What this clown should have said is, “Hi, my name is *** *** from ******. I found you on Google and I’m looking to produce an Explainer Video. What are your rates?” (I tell him my rates) “In my experience I’ve paid voice talents 25% to 50% of the rate you charge. What value do you provide that the others don’t?” or something to that effect. And for Pete’s sake, don’t hang up without actually ending the conversation like a normal human being!

Here’s something else to keep in mind. I didn’t comport myself as well as I could have, even though I don’t think it would have changed the results. Before I explained my value add I did say that I didn’t feel the need to justify my rate. That was a mistake on my part.

I should have been happy to explain myself, but in the moment I was irked that he demanded to know why I charge so much. Most ads explain why they charge what they charge and the value of the product or service they provide.

Now I have a little script in my head to properly & professionally explain why a potential client should hire me instead of someone who will charge 25% to 50% of what I charge. Lesson learned, but like I said, he would have never hired me anyway.

If you think that phone call was weird, I got an even weirder one a few days later. I’ll tell you all about in next week’s GKN Weekly Update!

NEWS AND NOTES

I am the subject of this week’s Edge Studio Edge Coach spotlight! Thanks for the kudos, Edge.
June is Audio Book Month! To celebrate, each week in June I will give away one free download of an audiobook I’ve narrated. This week’s audio book is All Facts Considered: The Essential Library of Inessential Knowledge by NPR librarian Kee Malesky. All you have to do is comment on this blog entry. The first one to comment wins! BTW you need to have an Audible or Amazon account to download the audiobook. Let me know if you have any questions. Good luck!